How to Deal with Prospect Objections

The story we tell ourselves is the same story we convey to our clients. It’s a hard pill to swallow, but whether you like it or not we each have developed different personas and opinions of ourselves formed out of habit. Our perception of ourselves can either push us to the greatest heights or perpetually hold us back from achieving unparalleled success. These paradigms are caused by the combinations of the perspectives developed from our friends, families, and upbringings. This is dangerous because these stories play subconsciously in our heads, even when our attention is elsewhere.

In the pursuit of building your business, you have to create a new self-image of yourself to overcome the inevitable presence of doubt and fear. This means unlearning all of the things that are holding you back. The most popular problem for most health brokers is fear disguised as practicality. Otherwise known as playing the devil’s advocate. This mentality spurs the voice in your head that tells you that “you have to know how everything works before you can sell it”. Or maybe that you’re not good enough to compete with the status of big box insurance providers. Whatever your limiting belief, you have to be aware of it and recognize your failure to overcome this limitation is causing you to lose new business.

That’s why this week we take a deep dive into the inner work of being a broker. At the heart of this business, you are foremost a consultant and a salesman. This means without a doubt you will be tasked with handling the objections and fears that worry your prospects.

In this video you’ll learn:

  • How to reprogram your mind for handling common objections
  • The proper way to research your prospects before the appointment
  • The inner workings of consumer buying decisions
  • How to position yourself as the expert and sell with social proof
  • How to identify positively influence your buyers’ journey

To a better you!

John Sborroco & the team at Heads Up Adviser.

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