In this conversation, John and Miranda discuss strategies for handling the objection of needing to think about a sales offer. They role-play different scenarios and provide tips for overcoming this objection. They emphasize the importance of being assumptive, redirecting the conversation back to the application, and addressing the client's concerns. They also mention the significance of generating emotion in the sales process and the value of offering different options to meet the client's needs. Overall, the conversation provides practical advice for sales professionals to effectively handle the objection of needing to think about an offer.
Takeaways:
Be assumptive and redirect the conversation back to the application
Address the client's concerns and offer different options to meet their needs
Generate emotion in the sales process to increase the likelihood of closing the sale
Remind the client that you have done the research and have access to multiple carriers
Don't push too hard, but assure the client that you are doing the right thing
