Overcoming Objections

[If they balk, keep trying to help them. Don't ever argue. Don't be pushy… be politely persistent.
Remember, you have what they are looking for. They just don't know it yet.
With integrity, work ethic, and believing in your product… you will help people... tremendously!]

[Ask questions to spark a conversation. Encourage them to talk about themselves. And listen more than you talk.
People love to talk about themselves... their intersests... their job... their family... their hobbies... etc.
Find common bonds. People like people like themselves. People trust people like themselves.]

[ALWAYS AGREE WITH THEM! And then continue to offer to help. Say "Yes, and…"! Never say, "No" or "but"!
I.e. (Customer name), I agree with you. And…"
Or "I understand. And…"
Or "That's a great point. And…"]

[Apologies disarm anger. Be a peace-maker. When they are having a bad day and want to take it out on you... apologize. Then continue to try and help.]

OBJECTION: (* You are blocked by the gatekeeper)

Ok. Can I ask… does your company provide health benefits?

---------------- (Yes) Great, can I find out when your plan is up for renewal so that I can place a bid? Who would I send the bid to? (They give you a name.) Is [name] the owner, HR person, or a manager? Do you have [name]'s phone number and email address?

----------------- (No) I'm sorry. I'm sure that's because Group health plans are so expensive. By the way, my name is _________ from the Benefit X-Change, an online benefits superstore where you can buy your own personal health plan tax-free. With us, your net take-home paycheck will actually GO UP… typically, at a ZERO net cost to your employer. If your company does not furnish benefits today, new health care reform laws make it very important that they talk to me and understand their options and obligations. Who can I send the bid to? (They give you a name.)

Is name the owner, HR person, or a manager? Do you have name's phone number and email address?

----------------- (Won't give name and email) Will you at least give them my phone number and email address and ask them to call or email me to understand their options and obligations under the new healthcare reform law?

OBJECTION: (* We do not provide health benefits. Our employees are on their own.)

(Customer name), have you ever provided health benefits? By not offering health benefits... does it hurt your recruiting efforts? Do you lose quality employees to other companies that DO provide health benefits? You would like to provide your employees with amazing health benefits if you could, wouldn't you?

The reason you don't provide health benefits is cost, isn't it?

Employers offer health benefits to recruit and retain good employees. Giving benefits is like giving employees money under the table. Neither the employer nor the employee pays taxes on health benefits. If you could name your own price, you would like to offer health benefits, right?

----------------- (YES) That is the reason I am calling. You are the perfect candidate for a private X-Change. Are you familiar with Defined Contribution Health Plans?

How would you like to offer your employees your own "branded" online benefits store where they can buy their personal health plans TAX-FREE at a Zero Net Cost to you?

Your employees will have more options than most Fortune 500 employees and you pick your own price. You can contribute anything from zero to unlimited.

You pick and choose who gets what by employee class. Bottom line if you could afford to offer benefits, it would really help with recruiting and retention of good employees wouldn't it?

Let me ask you a couple of questions. How many employees do you have?

How many of them do you think purchase their own health insurance now?

Do you personally have your own health insurance?

Can we have an expert give you a free tour of the platform?

Is morning or afternoon better for you? I show that we have an opening available at _:00 tomorrow and also at _:00 the day after, which one works for you?

-------------------- (NO) You don't have to contribute anything. If you could lower your payroll taxes and increase your employees' take-home pay at a ZERO net cost to you, it wouldn't hurt to take a free tour of the platform, would it?

OBJECTION: (* Not here. Too busy. Etc.)

That's great. I love dealing with busy people. They won't waste my time... and I won't waste theirs.

Can I set up a time with you to call (Customer name)?

[Here's a "catch all" for other OBJECTIONS not listed...]

(Customer name), our platform offers a comprehensive solution for benefits administration, including health insurance, retirement plans, and voluntary benefits like dental and vision... along with compliance and regulatory support.

The Benefit X-Change is an easy-to-use, online portal for both you and your employees.

Plus, our team of experts will work with you to design and implement a benefits plan that meets the specific needs of your business and we will help your employees find personal plans they love.

We answer all employee questions. We help your employees take greater ownership of their healthcare purchasing decisions and appreciate your contribution.

HAPPIER EMPLOYEES AND REDUCED COSTS! You can't lose!

Is 3:00 or 5:30 better for you?