Universal Objection Circle | The Objection Playbook | Objection Handling Training | Dr Sanjay Tolani
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- เผยแพร่เมื่อ 13 พ.ค. 2024
- The Objection Playbook ➡️ bit.ly/2Ncb8Il
Hey guys in today’s video I want to show you an Objection Handling Technique 💯 that I have been using for decades and I call it the Universal Objection Circle (UOC). Regardless of which prospect you speak to, sales objection is unavoidable in EVERY sales process. We can either choose to give up from the deal or PUSH FURTHER by tackling the crux of the issue. More often than not, financial advisors often neglect the IMPORTANCE of this Objection Handling process and end up losing the deal. 😱
The Universal Objection Circle is primarily broken into 4 parts. First of all you got to Acknowledge 🙌🏻 It is making sure that you first acknowledge there is an objection.
1. Acknowledge
You see a lot of clients get upset when we don’t understand where they are coming from so it is about saying the words like “I actually understand where you are coming from” and acknowledge that there is an objection. ✅
2. Ask
Second is ASK, asking the RIGHT QUESTIONS. Now when you ask these questions, they should either address a particular FEAR or to address a particular CONCERN. This helps to plant the seed of DOUBT to get the customer worry about the situation.
3. Solution & Example
The next would be Solution and Example. Once you have asked the right questions, the most important step after that is providing a SOLUTION with an EXAMPLE. 💊 If you don’t provide an example, people may not be able to understand what you are trying to say. So Break It Down to something very RELATABLE to them and that is very very important.
4. Relatable
The next step is to make it Relatable. Now the fourth and most important step is making sure that this example is relatable. Can they relate to the example on an Everyday Basis? Example if I am talking to a client and they don’t understand or related to the example I have provided, that OBJECTION continues to REMAIN. 😱 So if you do not have an example that they can relate to, you will never be able to get over that objection
The Ultimate Guide To Objection Handling Sales Technique: bit.ly/2PNrKtw
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|Get A Copy Of Dr. Sanjay’s Tolani Book|
28 000 Book: bit.ly/2PWHGGg
The Objection Playbook:
The Perfect Mindset Playbook: bit.ly/2IdZB8K
The Closing Playbook: bit.ly/2CtWud8
|Who is Dr Sanjay Tolani?|
Dr. Sanjay Tolani, became the “youngest member” at the age of 19 and the “youngest life member” at the Age of 28 to the Million Dollar Round Table (MDRT). He also has 12 Top of the Table Qualifications (TOT), which is considered the pinnacle of the financial services profession. To top things off, he is also the youngest Managing Director of an insurance brokerage in the Middle East.
I am so so excited to read yours book...
Sir,first i received your fullset of books. Covered with PVC coveres. Did SARASWATI POOJA & MADE ROOM TO PLACE IT IN MY SMALL LIBRARY. THEN STARTED WITH 2800 book & read with full focus so that i digest the same. Try to understand the subject as you would like me to understand. Also attending my work as servicing of policy is gone very high during LD. I am SLOW but sure to finish the subject with ALL my power of understanding. I also share with my study circle buddies. Great experience and going is good. Thank you SANJAYJI for creating such a wonderful set of books for ADVISOR COMMUNITY. GOD BLESS! II. OM SHANTI. II
thank sir . great presentation
Impressed sir
Very useful video thanks for sharing
I am so thrilled, would like to join your Final Sprint to see what are the special strategies
Thank you sir
Demo is awesome
Thanks
Really nice presentation
The part towards the end about company coverage was VERY helpful. I sell insurance as a telemarketer. Thank you.
I hope it helps you =) !
Love your content. Can't wait to read your book.
Good content with practical application.
Thank you very much
Thanks =)
Great video, thanks for sharing your video Dr Sanjay TOLANI!
Always a pleasure !
Sir it's job you are doing...
It's great job you are doing
What a wonderful book to feast upon! I hope you can make it available in National Book Store in the Philippines. I'm absolutely certain that tons of Filipino Financial Advisors would run after it.
starting Filipino teen here👋, how you doing so far?
Great
Dr. Sanjay, your 8 books is so fantastic I truly amazed... My day to day reference.
Sorry i just saw this message. I hope you learn something and use the strategies I've documented. If it doesn't work for you, let me know and I'll see what can i improve on.
Dr Sanjay Tolani the playbooks and the two perfect mindset are like my Bible. Honestly, It helps me a lot reviewing unsolved cases. Calling back my previous prospect which is not my client yet. And upsell and cross-sell to my existing client. Emailing some prospect to make an appointment by providing concepts context i.e. Roots and trees concept for retirement planning, the flow of the river for a prospect wants a life covered and technical concepts for the basic necessities of life. With that three I used in emailing prospects is very effective. Most likely, my initial approach (face to face conversation) starts the basic concept of financial planning which is 28000. From now on I’m continuing review and study the objection playbook and the closing playbook. I prove this my production increase from 25% to 80% in a month on month basis. Especially, the presentation matrix is perfect to all prospects and client's in all walks of life.
Keep it up always and your great!
See you in the Final Sprint 2019 in Manila (October 24 @ 2pm to 5pm).
See you then 😄😃
@@desididomohabaljr.5269 Great! I'm happy to hear that! Please continue to work hard and my greatest happiness comes in seeing hardworking advisor like yourself improve daily and more clients get reach out to ! =) Thank you!
Just stumbled on your videos, only 5 months in the business and super young. Bought a few of your books, and I am super excited.
Any advice on reaching out to my warm market, without alienating them?
Awesome, I hope you are enjoying the books Kristofer. 🤟🏼 To answer your question, start your conversation with a case study!
Very cool
Thank you for share Univerdal Objetion Circle. As always, following from México City.
Yes i know! Thanks for watching every single video! Just curious, did the video benefit you?
@@SanjayTolani Of course yes!
All your videos have helped me.
@@ROCILITOful Thanks! Glad to know that! My team will be happy to hear it too!
Dr Tolani, is there a e-version for this book
Hi!Very Helpful.well what does this mean or how do you handle this. *I WILL GET BACK TO YOU* AND THAT BECOMES THE ANSWER You will always be getting from the prospect every time you reach out to them over the phone yet you have done a presentation .thanks
I need this presentation book what can I do how apply
just subscribe..very informative :)
Hi dr. Sanjay. I really need this book. How can i get it doctor.
Done
what does it mean when you say, "why do you want to be left dry when it's raining outside?" at 5:35? Are we supposed to be drenched?
I would really love to have a copy of your book. Would you please give me a copy please. thank you very much
May I buy your book from Singapore? Thanks
How do you handle an objection stating that they have a relative that is an insurance agent and they would rather get products from them rather than you?
Good stuff...are your books on Amazon? Preferably kindle version
Hey Khadijah, unfortunately the books are not available on Amazon but I do have an 4 hour online session coming up. Check out this link for more info: bit.ly/2A9DAbb 🤟🏼
Mr.Sanjay Tolani,could you send me a copy of the book ?
Thx a lot 🙏🙏🙏
Sir, pls share a copy of the same as ur sharing free .
Instead of married to company we can say are you in forever contract with your company, that will give you an answer saying marriage might go offensive
I hope your books are available in National Bookstore in Ph, is it?
You can purchase online! We can deliver to Philippines.
Hi
This is Shashidhar from India.
Is your book the objection playbook available in India. How can I get it.
Yes it is available Shahshidhar! You can purchase the book through this link: bit.ly/2Ncb8Il 😊
I love your videos, I want to buy your books. I felt your books are too expensive. 47 US dollars!!! 3,479 Indian rupees!!!!!
It will be helpful if you reduce cost for Indians🙏
Yes totally agree, now it’s a whopping 97 dollars, he should consider selling a ebook version at a lesser price so that everyone could afford it.
how we purchase your all books.?? please tell me... and what will be the price in indian money?
Thanks for your interest Debasish! You can purchase the book through this link: bit.ly/2Ncb8Il 😊
Good day where can we buy this book? I'm from Philippines
Thanks for asking! You have to get it online and we will deliver it to you! =) www.theobjectionplaybook.com/signup
Dr Sanjay What will you said/do if your clients reject/cancel via Whatsapp?
I will move on. If a client is pretending to be sleeping, there is nothing you can do.
I need this book sir
Would u Pls tell me the shipping cost
Hey Akshay, thank you for your interest! You can check out this promo link for the book: www.theobjectionplaybook.com/signup 💯
From where I can buy your book
Hey Aghani, you can follow this link to get my books: bit.ly/3xGdO84
How can i get the ebook for The Concept Presentation?
Hey Zamri, unfortunately we don't have it in ebook version.
How can i purchase this Objections playbook?
Here's the link: www.theobjectionplaybook.com/order-form
=)
Sr, do you have this presentation but with spanish subtitles? I want to present it at work, but the video does not allow me to edit it on TH-cam.
Good suggestion! Let me get my team to do one ! =)
How can i purchase ur book it online ...
Hey Adeel, you can purchase the book through this promo link: www.theobjectionplaybook.com/signup 😊🤟🏼
Kindly sanjay tell me being a Muslim insurance policy is forbidden in Islam kindly tell me how to handle this objection
Where is the link?
Hey Gina, here is the link: www.theobjectionplaybook.com/signup
There is no link .I want the book
Hey Bommi, here is the promo link for the book: www.theobjectionplaybook.com/signup 🤟🏼
Sir please create video in Hindi
Sir Hindi me video banaye
Hey Doc,
I love your Objection Playbook presentation. There is one thing I have objection to is your misuse of the most three important words PRACTICE MAKES PERFECT. That in and of itself is nonsense. Let me explain what happens if someone is misusing the concept and continues to get little to no sales.
The idea is PERFECT PRACTICE MAKES PERFECT, imperfect practice is a waste of time. I sincerely hope you do not take this as a slight on your presentation, suffice to say one tiny error can cause the the whole thing fall down. I guess you are well versed in Mathematics, then you know full well the decimal point in the wrong place kills off the whole theory which is brilliant.
i retired from the Insurance Industry in 1991. I was the number 1 salesman for 10 years prior to retiring. Our brokerage was headed up by a former and the First President of the MDRT from outside of the USA. We had a great recruitment drawing power for new consultants. They were given 2 years to qualify for the table.. We never fired any sales person. The high pressure in which we worked was what separated sheep from the goats. People who joined us after being good salespeople in their previous companies, very often left us within 12 months because the standards we set was too high for them. Their only solution for those who left was either go back to their old company or join a new one. The brokerage was sold off as we the partners did not wish to carry on past our retirement ages. We were all within a year to eighteen months in age difference. So we cashed in our investment in the sale of the brokerage.
If you take offence at what I have stated I did not wish to do so. It was not intended.and I apologise . I loved every minute of your material on TH-cam.
Congratulations and every success in your future.
Hi baron, thanks for taking your time to share with me your experience. Actually I agree with your view. I always tell advisors when you practice without using the right strategy, you get nowhere far.
I think when i wrote the book, the idea is to share with advisors to start increasing their activity. I realized many advisors are not meeting enough people, that is where the idea of "practice makes perfect come in".
But noted on your comments, its great suggestion. Please keep them coming. =)
I heard that his hand sign is a sign of #illuminati or #evil 🤔
This is actually a “I Love You Hand Sign” 😅
Im not to bash, i just learned this too much of watching about #illuminatis
@@pinoysg9667 This is the international sign language for I Love you.
Voice while representation is not clear.
Thanks for the feedback. Will work on it =) !
Done