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Inside This Edition
“Serving Those that Serve Others”
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Compete, Connect, Conquer
Schedule With Sureness Discover the Power of Warm Leads
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Post-Peak Power Essential Events: Engage, Explore, Expand
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Turn Rejection Into Returns
TURNING “NO” INTO NEXT STEPS:
Mastering Medicare Sales Objections
• “I’m happy with my current plan.” → Acknowledge loyalty, then highlight what’s new this year and offer a quick comparison. • “I’m healthy, I don’t need it.” → Stress prevention, financial protection, and peace of mind. • “Just send me info.” → Provide a summary, but suggest a quick call to personalize details. With preparation and practice, objections become stepping stones, not stumbling blocks. Remember: Stay calm, lead with empathy, and always connect back to value.
Objections aren’t rejections, they’re opportunities. When a prospect pushes back, it often means they’re engaged and simply need more clarity or reassurance. By shifting your mindset, you can turn resistance into trust and momentum.
WHY OBJECTIONS HAPPEN • Lack of Trust: “Do I believe this person?” • Lack of Need/Value: “Why do I need this?” • Lack of Urgency: “Why now?” • Cost Concerns: “Can I afford this?” • Resistance to Change: “I’m comfortable where I am.”
THE LAARC METHOD 1. Listen: Don’t interrupt. Let them fully explain. 2. Acknowledge: Show empathy: “I understand how you feel.” 3. Ask: Clarify to uncover the real concern. 4. Respond: Address their issue with benefits, value, or comparisons. 5. Confirm: Check that their concern is resolved. HANDLING COMMON OBJECTIONS • “It’s too expensive.” → Reframe around value and savings vs. future costs. • “I need to think about it.” → Create urgency around enrollment deadlines and offer a short follow-up.
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