Matthew Chapman is a leading performance consultant, speaker, and coach in financial services, helping major firms and advisers transform protection sales and customer conversations. He has worked with industry giants like Lloyds Banking Group, HSBC Life, and Scottish Widows, driving real results through proven coaching strategies.
Hi Matt
I think you are absolutely right about learning to avoid the same objection in the future by internally exploring why the objection occurred. I am firmly of the view that, if the process is right in the first place and the nature and breadth of advice has been properly positioned, objections reduce dramatically and that takes time to perfect.
I may have misinterpreted what you are saying but it seems to me that you are advocating that the adviser doesn’t try to deal with the objection with that client at all but just learn from it so that it doesn’t occur next time? Have I got that wrong? Whist it would always be better if the objection didn’t occur in the first place, surely it is right to address it when it does occur? Forgive me if I have misunderstood.
Hi Matt
I think you are absolutely right about learning to avoid the same objection in the future by internally exploring why the objection occurred. I am firmly of the view that, if the process is right in the first place and the nature and breadth of advice has been properly positioned, objections reduce dramatically and that takes time to perfect.
I may have misinterpreted what you are saying but it seems to me that you are advocating that the adviser doesn’t try to deal with the objection with that client at all but just learn from it so that it doesn’t occur next time? Have I got that wrong? Whist it would always be better if the objection didn’t occur in the first place, surely it is right to address it when it does occur? Forgive me if I have misunderstood.