7 Steps to Closing

Objections are a natural and expected part of the sales process. In many cases, they are a positive indicator that the client is engaged and seriously considering the product. When a client is not interested, they will typically decline without further discussion. However, when a client asks questions, raises concerns, or attempts to negotiate, it demonstrates interest and a desire to better understand how the product meets their needs. This is especially true in mortgage protection conversations.

When addressed professionally and confidently, objections can strengthen trust and lead to long-term client relationships. The following steps will help you effectively respond to and overcome the most common objections.

1.RELAX, RELAX, RELAX

This is not a battle to see who can win.  You are trying to resolve their concern, or trying to figure out what it is that keeps them from getting qualified this evening.  So RELAX!  Put your pen down, lean back in your chair, kick your feet up and listen.

2. Isolate the Objection

Now it’s time to use your questioning techniques.  Here is where you find out what their concern is and make sure that it is all out on the table before you begin to solve it.  Make sure that this is the only concern that they have.

3. Feel, Felt and Found

“I know exactly how you feel, I have run across a few clients who have felt the same way, can I share with you what they have found?”

4. Closing Story

Share a story that relates to their same situation, the same concern they have.  There are plenty to choose from.  See this section and the Appendix

5. Additional Information

They need more value in the product.  Great story, but what does that mean to them?  This is where you share with them so more information about the plan, policy or company that will raise the value of the product.

6. Power Phrases

You need to have 20 – 25 of these memorized at all times.  You need to have power phrases memorized for every problem or concern.  These are phrases that are used to make the client feel good inside and help them feel good about their decision to buy.

7. Assume the Sale

Now you go right back into the presentation or application.  You go right back and assume the sale.  You should always assume the sale.  Act like you have done this a hundred times before and this is nothing different.  Do it like it is normal.