Insurance Objection Handling [Part 2] | Objection Handling Training Live | Dr Sanjay Tolani

Special thanks to APLIC Hong Kong for this amazing video =)

[Table Of Content Bellow]

In today’s video I want to show you an Objection Handling Technique 💯 that I have been using for decades and I call it the Universal Objection Circle (UOC). Regardless of which prospect you speak to, sales objection is unavoidable in EVERY sales process. We can either choose to give up from the deal or PUSH FURTHER by tackling the crux of the issue. More often than not, financial advisors often neglect the IMPORTANCE of this Objection Handling process and end up losing the deal. 😱

The Universal Objection Circle is primarily broken into 4 parts. First of all you got to Acknowledge 🙌🏻 It is making sure that you first acknowledge there is an objection.

1. Acknowledge
You see a lot of clients get upset when we don’t understand where they are coming from so it is about saying the words like “I actually understand where you are coming from” and acknowledge that there is an objection. ✅

2. Ask
Second is ASK, asking the RIGHT QUESTIONS. Now when you ask these questions, they should either address a particular FEAR or to address a particular CONCERN. This helps to plant the seed of DOUBT to get the customer worry about the situation.

3. Solution & Example
The next would be Solution and Example. Once you have asked the right questions, the most important step after that is providing a SOLUTION with an EXAMPLE. 💊 If you don’t provide an example, people may not be able to understand what you are trying to say. So Break It Down to something very RELATABLE to them and that is very very important.

4. Relatable
The next step is to make it Relatable. Now the fourth and most important step is making sure that this example is relatable. Can they relate to the example on an Everyday Basis? Example if I am talking to a client and they don’t understand or related to the example I have provided, that OBJECTION continues to REMAIN. 😱 So if you do not have an example that they can relate to, you will never be able to get over that objection

Table Of Content:

01:11 - Objection: "I Have No Money!"
02:08 - Objection: "I Need To Ask My Wife!"
03:15 - Objection: "I Am Too Old!"
04:04 - Objection: "Sanjay, I Believe In The Future Education Will Be Free!"

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🎖 Who is Dr Sanjay Tolani? 🎖
Dr. Sanjay Tolani, became the “youngest member” at the age of 19 and the “youngest life member” at the Age of 28 to the Million Dollar Round Table (MDRT). He also has 13 Top of the Table Qualifications (TOT), which is considered the pinnacle of the financial services profession. To top things off, he is also the youngest Managing Director of an insurance brokerage in the Middle East.

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[pvgpalvar]

Senjai ji, my question when an old person saying I'm aged, so i don't want ins. And I'm already having some policies, so in such a case how we can handle him, please explain

[amosokilong]

this man makes you feel insurance is easy, thanks so mush, i hope you will one time come to Africa

[sunrevolver]

Active today??? B-B-B-BUT HOWWWW????
I mean there is still UW process right???

[kalpananarendra]

You have solutions for all objections, but people don't give time for presentation as soon as I say I m financial advisor. They say they already have CA who plans 😢 so how to get 100% call success

[shikha]

Dear Sir, I receive an objection very frequently that I have more economical / less priced insurance online.

Another common objection I get is, your company's insurance is more expensive than other company.

[kennycai]

A common objection I get is the prospect already has an agent (best friend, relative, you name it), although I have a hunch the prospect may be lying. Is there a way to overcome this objection?

[vitthalgaikwad]

I not need policy and not believe it ans plz

[shaileshmishra]

Good morning sir I wanted to know that some other examples of I have no money or no money right now. Thank you

[dipta_herself]

Sanjay it was nice presentation but I face the objection from some clients that I have term plan and mutual fund investments so I don't need other products from insurance companies. Pls guide further.

[monicagotiong]

So how do you address the objection where prospect says he/she had several life insurance plan already and cannot afford to get another one? 😊

[almarodriguez]

If we're going to add death in the conversation, aren't we freightening our prospects on that case?

[andimon]

Dr.Sanjay, love your videos. I have a question. What do you mean when you said "if you don't have the few dollars to pay for insurance, you can't afford to die"?

[LTJProductionOfficial]

I recently tried sharing medical and life insurance with a client, he say "I'm a believer, I don't believe I will get sick or die, I believe I will be rapture to Heaven"

[johnfoo]

U are a super awsome speaker and I wish you could mentor me.. I'm from Singapore and a huge fan. I'm starting out as a FA next month. I will apply what I've learnt to my business.

[brianb]

Loved it. Super . 🤗🤗🤗 Objection handling is very crucial 🌺🌺🌺

[thecuber]

I have lot of 3or4 plans insurance so I want to invest in mutual funds

[chandrruiyer]

Dr. Sanjay - thanks to your "free look period concept" i sold one policy premium of INR 13 lakhs.
All credit goes to you...
If customer says i have to consult my "Chartered Accountant"...
I normally say tomorrow if your child wants to go abroad for "Professional Education" will you check with CA?
If your CA say no, don't you send?
It is about your child's future....
Is there any other "better" answer than this....
I am sure, i will get some get "idea" from your end, after all you are "Master in Objection Handling" in whole Universe.
Thanks in advance.

[thecuber]

Today I hear, its is very easy to sell insurance , sir is it every one can

[graceyap]

If couples of client who retirement from government jobs with life funds covered inflation, son is a specialist, feeding a son, who can take care his family. The client’s flat is fully paid, has a large sum insured of inhospitable covering, at that moment what product should the client take, please advise.

[umarfarooq]

Happy Guru Purnima Sir, love the way you convey....it's amazing. Love from India