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Nick Stucko's blog

THE PROSPECTING FLOW: Initial Profiling Questions and Objection Handling

From the diagram below, you can see the flow of managing a prospect objection. First, relax knowing the prospect isn't rejecting you or your possible solutions; they are rejecting being interrupted. Acknowledge their issue with a simple, "I understand." And if necessary, ask them a question to clarify their issue and respond. If the prospect plan decision maker states, "Our plan is working fine." You might reply, "Fine is on the way towards great. I can't make your plan great overnight, but I can work towards it over time. What do you want to see improved with your company 401(k) plan?"

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