Objection Handling Booklet

Intellecutal Property of Digital Gyani Education

Objection Handling
Technique
• A – Acknowledge
• C – Counter
• C – Close

Intellecutal Property of Digital Gyani Education

Intellecutal Property of Digital Gyani Education

Technique Details

1 2 3
Acknowledge the Counter – with Close – isolate and
Customer’s politeness and close with next
question respect steps
Objections

Welcome

It is normal

Customer MUST ask questions

Customer has questions Salesperson has objections

It is all mindset

Intellecutal Property of Digital Gyani Education

Main
Objections
No Need

No Urgency

Not Good Returns

No Trust
Objection: I can earn better interest
somewhere else
I can earn better interest in MF or Shares

Yes, you can, but these are market linked, what if the month or year you need money
markets are down.
Can you go back and tell your child that let us do college admission next year since markets
are down?
You need guaranteed payout for Education Planning.
You can look for MF or shares for long term and not fixed date maturity like Retirement
Planning but not for Education Planning.

Intellecutal Property of Digital Gyani Education

Objection: Why should I save for Education
for my children?
Children can get scholarship or earn

Money will come and go. Economic crisis might happen. Education is guaranteed and fix
date, we can’t delay it. If you don’t pay or not in condition to pay for child’s education. The
child will hold against you. Entire family can get broken, and child will not get right
foundation to start his life.

Would you want child’s life to start in weak foundation?

Imagine you start life or career on debt. Will you like it?

Insurance is simple way to save for guaranteed payout for our child.

Intellecutal Property of Digital Gyani Education

Objection: I want discount
Every advisor offers discount, how much you
are giving

Ok. Lets take one example

Your child is ill and there are two options of doctors. Doctor A who has success rate of 75%
and charges Rs.1000 per visit.
Doctor B who has success rate of 50% and charges Rs.500 per visit
Which one will you choose?
Advisors who has low success rate or don’t know how to plan someone’s life. They can be
giving discount. Successful advisors are known for their success with clients. So, they don’t
offer discount.
You want to be successful advisor or failed one.

Intellecutal Property of Digital Gyani Education

What does this picture tell you?

Intellecutal Property of Digital Gyani Education

Understand You Customer Cold
Understand the customer/meeting profile
The sales process to follow is basis the status
the customer is in.

Warm

Hot

Intellecutal Property of Digital Gyani Education

ICE-
Breaking/Rapport
Building
• Question
• What do you do to take care
of your health?
• Hey you had COVID, how are
you know. What all you are
doing to take care of health?

Intellecutal Property of Digital Gyani Education

 Building Context
Before Building
Pitch
Leading questions or facts must be practiced before
pitching insurance products

Intellecutal Property of Digital Gyani Education

I am Young and Healthy, I don’t need Health Insurance

Let us do role play

• Rahul is 26 years old, young ,
energetic Team Leader in a call
center.
• Role play to make a conversation
starter, need analysis and product
fitment for him.

Intellecutal Property of Digital Gyani Education

I am Having Medical Insurance from my
company
• Mr Vyas has medical insurance from his company.
• He is 38 years old and father of two.
• Role play to make a conversation starter, need analysis
and product fitment for him.

Intellecutal Property of Digital Gyani Education

I don’t feel need of Medical Insurance
• Mr Iyer is having kirana shop.
• He did not have COVID also in last 2 waves. He doesn’t
feel need of buying Medical Insurance

Intellecutal Property of Digital Gyani Education