title: Handling Objections (Q&A) description: [AFW P.6] The Question & Answer segment is where your prospects really decide whether to do to business with you (or not). published: true date: 2026-06-30T08:10:37.447Z tags: editor: markdown dateCreated: 2021-09-04T20:46:38.177Z

Word-for-Word Product-Specific Objections¶

Introduction and Hints & Tips¶

Watch Handling Objections Overview (2022-01) VIDEO

Read Nick's Around the Year, August 14 - Don't Answer Questions Nobody Asked You PDF

Read Nick's NMS 47.1 - Q&A / Objections Handling - Basic Attitudes PDF

Read Nick's NMS 47.2 - Q&A / Objections Handling - Basic Skills PDF

This is where Selling Begins¶

You really have no idea how things are progressing until you start getting some feedback. And the best feedback is the Question and Answer Session ("objections") that should begin after presenting your Finished Plan.

Most amateurs view Q&A as an obstacle course at the end of which lies a question that they can't answer. Champions welcome Q & A because they know it is the only real way to discover what the prospects are thinking.

The decision to adopt your plan is (mostly) made in two places:

During the first meeting before you present the plan, and/or
During the Q&A.

Often when they ask you questions, they are watching to see how you react emotionally to being challenged. Don't get rattled. Your demeanor must say, "This is what you said you needed, and this is the best way to get what you need."

First, don't think of objections as "roadblocks" or "problems", they are merely a request for more information. They are simply asking questions.
Objections are where you get to "shine" and demonstrate your belief. Only after you've proven yourself here will your begin to consider working with you

Objections Show Interest¶

If your prospect isn't interested enough to offer objections, they're not interested in buying. Objections are a good measure of how much real thought is behind the purchase and just how serious your prospect may or may not be. An objection is nothing more than another request for information. That's all.

Incorporate handling objections into your presentation¶

Objections that tend to occur often should be integrated in your presentation before your prospect bring them up. This is called "bragging the objection". They're like rungs on the ladder, just another step in a process leading to success. Don't ever leave out this essential part of the process. Don't leave it to chance. Build it right in to your presentation with all the other necessary steps.

Never argue¶

This creates an impossible situation. As a trained presenter, the salesperson usually has the edge and can win the argument. This leaves the prospect with only one vehicle for getting even for the shabby and non-professional way he or she has been treated. You guessed it, buying from somebody else. It's called "payback" and in that situation, everybody except the competition loses. Keep the prospect separate from the objection. Objections are necessary feedback to tell you where you need to direct your presentation. It's very easy to "hit 'em hard" and in doing so unintentionally "rough up" your customer. Be sensitive to their feelings. Remember, buying is an emotional process, not a logical one. You can win all the logical battles and still lose the emotional war.

5 Steps to Handling Objections¶

1) Let Them Finish!¶

Don't interrupt an objection¶

Avoid the dangerous temptation to jump in and answer the objection right away. Your customer deserves the right to voice an opinion fully. Besides, the more you let customers talk, the more likely they'll talk themselves right through the objection or handle it on their own. Maybe they just had to 'get it out.' Another benefit of letting your potential customers talk is the amount of information the salesperson gains.

Allow your prospect to answer his or her own objections¶

Never forget that the reason you're talking to this person is because he or she wants to buy something. That's the reason for the visit in the first place. Just give them time and lead them where you want them to go and they'll surprise you every time by providing the answer. This is always better because regardless of how ethical and unbiased you may be, in their eyes you still have a vested interest in the sale. If they provide the answer, it just has to be true.

2) Feed the Objection Back¶

This is especially helpful with couples. One party will object, you feed it back, and the other party will often provide the answer. Be serious about your need for more information and get the customer talking. This does two things for you:

gathers information, and
gives you time to develop an answer.

3) Provide the Answer¶

Every product or service ever sold has strengths and weaknesses and a champion salesperson has to be ready to discuss those weaknesses honestly and intelligently. Instead of worrying about them or creating nightmare fantasies in your mind, study them. Develop all the different ways you can address the situations. One of the best is to be honest and admit the weakness and then move on to strengths that compensate. Make sure to practice, drill and rehearse your responses before meeting with your prospect.

4) Make Sure They Understand Your Answer¶

The simplest way to do this is just to ask. "Doesn't that clarify the answer for you?" "Now that we've answered that question, we can go ahead, can't we?" "That solves your concern with doesn't it?" One of the worst things you can do in a presentation is to leave an objection out there unanswered. It's like a land mine just waiting for your step to cause an explosion.

5) Change Gears & Move On¶

Get out of there! Once you've answered the objection and confirmed that it has been understood, move on to the next step in your presentation. One method is to say, "By the way..." and move on to the next topic.

General Objections¶

I want to think it over.¶

You are guaranteed to hear a variation of the phrase “I want to think it over” from one out of every five new clients. Some of the variations you’ll hear may be:

“I want to sleep on it.”
“I’ll get back to you.”
“We’ll review all the facts, then make a decision.”
“We never make a decision on the first visit.”

The exact words that are used matter little; what really matters is that you recognize the stall and are ready.

Version 1: Elimination¶

You're goal with this response is to weed out all the other objections and narrowing it down to the real cause for hesitation.

Prospect: I really want to think it over..

Advisor That's fine, John. Obviously, you wouldn't take your time thinking this thing over unless you were seriously interested, would you? (no pause). I mean, I'm sure you're not telling me that just to get rid of me. . .so, may I assume you will give it very careful consideration?

Prospect: Of course.

Just to clarify my thinking, what phase of this program is it that you want to think over, is it. . .

Don't pause after the word 'over'. Now, offer some of the issues they may have - list about three and end with money. Wait for each response before offering the next issue.

. . .the quality of the service I'll render? . . .is it the credibility of the company? . . .is it the amount of coverage? . . . is it something I've forgotten to cover? * . . . is it you don't believe you can do it? *Seriously, please level with me, could it be the money?

If your prospect jump on one of the issues you offered, then begin handling that objection. If they jump on "money" then segue to the Price Objection below.

Version 2: Are You Really Serious?¶

Watch I want to think it over role-play by Andreas Reiter VIDEO

Prospect: I really want to think it over.

Advisor That's fine. I don't want you to feel pressured into making a decision today and I'm sure you wouldn't take your time thinking this thing over unless you were seriously interested. So, would it be okay if we set up a time within the next week to meet again and I'll do my best to answer the questions you come up with?

Price Objection¶

Version 1: Iron Triangle¶

Watch Price Objection (Iron Triangle) role-play by Andreas Reiter VIDEO

Watch Iron Triangle VIDEO

The Iron Triangle (also called "Pick Two" and "Triple Constraint") is a graphic aid where the three attributes show on the corners of the triangle to show opposition. It is useful in selecting which two of three values are most important. Usually, the three things are:

quality,
service and
price.

But you may substitute these three for features more appropriate to the topic. For example, when recruiting they may be: products; commissions and agent fees.

Prospect: The front-end sales charge is too much.

Advisor Well John, can understand your concern. And, I've learned something over the years. People look for three things when they spend money: the finest quality, the best service, and of course, the lowest cost. And I have also found that no company can offer all three. They can't offer the finest quality and the best service and the lowest price. Tell me, which of the three is least important?

Prospect: I guess the price.

Advisor Well John, I can't guarantee that we have the absolutely cheapest product in the world. However, I can promise you that I will do my best to provide you with a high level of service. In addition, I choose to market this product because I wanted to be able to look families in the eye and say, 'You are doing business with the very highest quality company in the industry.'

Based on what I've shown you, I think you'll agree that the few extra pennies are worth the quality of the product and my service, don't you agree?

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Version 2: Cost vs Value¶

Watch Price Objection (Price vs Value) VIDEO

Advisor Anyone in financial services today has two choices on how to earn their clients' business: reduce cost* or add value. I know which choice I've made.*

And only you can decide which is more important to you...

Version 3: Help vs No-Help¶

Watch Price Objection 3 (Help vs No-Help) VIDEO

You can also use this when the objection is something other than price, such as "performance".

Prospect: We will be shopping around..

Advisor I'm curious, what criteria are you using to make your decision?

Prospect: Price, low fees, performance, etc..

Advisor That’s interesting. No matter which independent Advisor you go with (only consider an "Independent") we are all going to have about the same products, same pricing and same features (list whatever they say they are looking for.) May I suggest to you that you base your decision on something more important?

Prospect: What do you mean?

Advisor I recommend that your primary factor shouldn't be price. You see, it’s never really about high price versus low price, load vs. no-load, or even higher performing investments, the primary issue is always help vs. no-help. Your long-term financial success is based primarily on your behavior. Its not the products, but how you put them together, and most importantly what you do with them once you own them. And the primary determinant to your behavior is the quality of the advice you get, or don’t get. Thus, I think it should be your trust in me, and the quality of my advice, that is the deciding factor in whether you hire me or not.

We've always done it this way (Coin story)¶

Use this when your prospect is hesitating because they've "always done it this way". It usually stems from a fear of change. Resist the temptation answer the end of the story. Let your prospect draw their own conclusion(s).

Prospect: I've had this old annuity for 27 years, so maybe I should it just keep it.

Advisor I understand completely. Change is often uncomfortable and tradition can be very safe and comforting. This reminds me of a story of a man who, while walking down the street, heard coins dropping on the pavement. He turned to look, and realized that they were his coins!

As he felt in his left pocket where he always kept his change, he discovered a small hole. All his life he had kept his coins in his left pocket; as his father had taught him. But now as he realized that he still had a few coins remaining in his pocket, he had a dilemma: should he remain in the comfort of his old habit and go on loosing his coins in order to "do what he has always done" or, should he protect the remaining coins by moving them to his right pocket and break with tradition?