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0:45:43

Objection handling: Road map to Top of the Table sales

Sanjay Tolani 5.0

How is the best way to handle objections and convert them to opportunities? Tolani shares his strategies to take these challenges and close bigger sales faster and more efficiently. Presented at the 2016 Annual Meeting.

0:13:38

Raising objections

Anthony Matthews Jones, BSc (Hons) 4.5

MDRT member Anthony Jones explains how to effectively handle objections by first understanding the source of the prospect's or client's concern. His method is called the FACE objection-handling method.

0:28:08

The objection opportunity

Anthony Matthews Jones, BSc(Hons) 0.0

While objections can be an obstacle in your closing process, they really indicate your prospect has an unanswered question. Jones shows how to handle objections by treating them as the opportunity to share the information your prospect is missing. Presented at the 2016 Annual Meeting.

0:05:14

Objections

Sanjay Tolani, FLMI, MBA 5.0

Objections are a part of the life insurance profession. Tolani explains how he addresses his most common objections. Presented at the 2017 Annual Meeting.

0:17:54

By the inch, it’s a cinch

H. Richard Dobson, Jr. CFP 0.0

Dobson shares some of the techniques hes devised to handle client objections. He makes the case that advisors should use tangible examples, like the price of a can of tuna, to explain changing stock prices to clients.

The life insurance objections clinic

David L. Alarid 0.0

Need help answering objections to life insurance? Better yet, would you like to reduce or eliminate objections before they even arise? Alarid shows you techniques, sales ideas and, yes, answers to the objections you are hearing. You will leave this session with more confidence in your ability to respond the next time a prospect objects to this “miraculous” product.

0:01:48

Objections? If you get them, you did something wrong: One minute inside a high-performing office

Clay Gillespie, CFM, CIM 3.7

Objections from clients can disappear with consistent processes and clear communications, says a Top of the Table qualifier.

0:55:09

The life insurance objections clinic

David L. Alarid 0.0

Need help answering objections to life insurance? Better yet, would you like to reduce or eliminate objections before they even arise? Alarid shows you techniques, sales ideas and, yes, answers to the objections you are hearing. You will leave this session with more confidence in your ability to respond the next time a prospect objects to this “miraculous” product.

How to make more money without selling

Antoinette Tuscano 0.0

Putting clients' goals first increases advisor success

Overcoming objections

Liz DeCarlo 1.0

The best ways to handle challenges with clients.

3 ideas to handle objections

MDRT 0.0

Strategies to overcome objections and market yourself.