Universal Objection Circle | The Objection Playbook | Objection Handling Training | Dr Sanjay Tolani

Hey guys 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

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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 12 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.

[ranjanametri]

I love your videos, I want to buy your books. I felt your books are too expensive. 47 US dollars!!! 3, 479 Indian

It will be helpful if you reduce cost for Indians🙏

[rahuldesai]

Sir, first i received your fullset of books. Covered with PVC coveres. Did SARASWATI POOJA & MADE ROOM TO PLACE IT IN MY SMALL LIBRARY. THEN STARTED WITH 2800 book & read with full focus so that i digest the same. Try to understand the subject as you would like me to understand. Also attending my work as servicing of policy is gone very high during LD. I am SLOW but sure to finish the subject with ALL my power of understanding. I also share with my study circle buddies. Great experience and going is good. Thank you SANJAYJI for creating such a wonderful set of books for ADVISOR COMMUNITY. GOD BLESS! II. OM SHANTI. II

[s.hpodcast]

Kindly sanjay tell me being a Muslim insurance policy is forbidden in Islam kindly tell me how to handle this objection

[pandeyinservices]

Sir, pls share a copy of the same as ur sharing free .

[Yiyang]

what does it mean when you say, "why do you want to be left dry when it's raining outside?" at 5:35? Are we supposed to be drenched?

[milespsych]

I would really love to have a copy of your book. Would you please give me a copy please. thank you very much

[imthinker]

Dr Tolani, is there a e-version for this book

[Lisa-mkpb]

May I buy your book from Singapore? Thanks

[noname-fvlk]

Dr Sanjay What will you said/do if your clients reject/cancel via Whatsapp?

[rajenadhikari]

I am so so excited to read yours book...

[pspfinancials]

Hi!Very Helpful.well what does this mean or how do you handle this. *I WILL GET BACK TO YOU* AND THAT BECOMES THE ANSWER You will always be getting from the prospect every time you reach out to them over the phone yet you have done a presentation .thanks

[miguelvaldez]

What a wonderful book to feast upon! I hope you can make it available in National Book Store in the Philippines. I'm absolutely certain that tons of Filipino Financial Advisors would run after it.

[leonorahimpiso]

I hope your books are available in National Bookstore in Ph, is it?

[sivabliss]

The part towards the end about company coverage was VERY helpful. I sell insurance as a telemarketer. Thank you.

[brandonfs]

Great video, thanks for sharing your video Dr Sanjay TOLANI!

[NaddyM]

Instead of married to company we can say are you in forever contract with your company, that will give you an answer saying marriage might go offensive

[jeffreylie]

Mr.Sanjay Tolani, could you send me a copy of the book ?
Thx a lot 🙏🙏🙏

[janmoisesalarcon]

How do you handle an objection stating that they have a relative that is an insurance agent and they would rather get products from them rather than you?

[gemaalvaran]

Hi dr. Sanjay. I really need this book. How can i get it doctor.

[catseloy]

How can i purchase this Objections playbook?