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I Have Heard Probably Over 500 Objections To Life Insurance: They’re The Same, They Fall Into 4 Cate
1.I don’t need any more life insurance;
2.I really can’t afford any more life insurance’
3.I can do better with my money elsewhere (translated, it’s a bad investment); and
4.I don’t believe in life insurance.
Now while these objections don’t change much between all the people that I deal with, my style in handling them has changed a lot.
I now view them as mealy a conversation and a chance for the person in front of me to probe and to test my ideas and even me.
It’s also a
chance for them to create a little space, because No one likes any one getting too close into their space, especially if you don’t know them. Because people don’t care how much you know, until they know how much you care. It’s an old cliché, but its true.
I have come to think of these objections as an opportunity for me to audition and to establish myself, and I welcome them.
Source: MDRT Proceedings
© Copyright – Saul Maraney 2007 - www.true2lifeblog.com / www.true2life.co.za
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