Biggest Objection Handling Mistake: Asking Illogical Questions | Dr Sanjay Tolani

When we talk about preparing yourself for objection handling. Make sure you've worked with a logical step. Logical questions are a very important part of the process of Universal Objections Circle. If you don't ask a logical question, you ask illogical question. You actually are handling the objection INCORRECTLY!

So, one of the biggest mistakes is asking ILLOGICAL questions. Let me give you an example: “Do you love your children?”

That's quite an illogical question, right? That's not the way you handle an objection. Don't ask questions that are ILLOGICAL. It’s given that every child is loved by their parents. It's a given, but finding the right questions allows you to move to the right step.

For example, when a client says: “Sanjay, I believe in the future education will be free”

Now, one of the easiest way to handle that is instead of COMBATING them, ACKNOWLEDGED first.

“Well, I actually agree with you. I agree that the cost of education, I believe, should become free in the future. But let me ask you a question. What if both of us are wrong? Don't you think that kids should still go to college?”

“You see, Mr. Client, if education is free, all the money you've saved is still your money. If education is not free, at least we are glad that we've got the money kept on the side!”

So, where's the problem?

Handling an objection without actually refuting them allows you to build a PROCESS. So be prepared by asking the right logical questions, don’t be illogical, agree with the logical objection and give the alternative. That's what I meant by being prepared for not forcing the right logical questions.

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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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[khadijah]

Wow..i never thought about it that way. I have always been "it is what it is". Thank you!

[hskleo]

Hi Sanjay! Can I have PDF versions of your book? Otherwise how can you ship it to China?