Even if you have the most perfect intro – you will still get consumers who won’t want to talk to you because they think they’re on a sales call (these are called Top of the Call objections). You’ll want to signal that you are a consultant who rates/quotes vehicles and tries to get them good coverage.
Below are the most common objections you will get from consumers with responses on how to answer them properly. There is a format (structure) for answering top of the call objections – it’s important to remember this format:
OBJECTION: Who is this? || What is this about?
RESPONSE: SCC, getting back to you about warranty – what’s the current mileage?
OBJECTION: Where/How did you get my information?
RESPONSE: They don’t give me that information, I work in enrollment. Typically it’s a referral from a dealership or online source – what’s the current mileage?
OBJECTION: I don’t have that vehicle anymore.
RESPONSE: No problem, we quote all makes and models – what’s the current mileage of the vehicle you’re driving now?
OBJECTION: I already have a warranty – I’m all set!
RESPONSE: Great, I’ll make a note of that when I pull the quote – typically we save consumers quite a bit since we’re wholesalers – where’s your mileage at right now?
OBJECTION: I’m not interested in getting a warranty.
RESPONSE: Great, all we’re doing now is grabbing quotes for you – what’s the current mileage?
Commit these responses to memory. As a sales agent, you’ll want to build up your mental library of responses so you can answer any objection at the top of the call. By doing so you’ll get into pitches all day long (and remember – if you can pitch, you can sell!).