Objections — Veteran Script
Isolate first, answer second, and always land on a preliminary decision close. Never answer the first objection you hear without checking it's the real one.
They say“I need to talk to my wife first.”
“Absolutely, you should. She's the one this is for.”
“Let me ask you this though. If she said yes, is this something you'd want?”
“Okay. So it's not the plan, it's just the conversation. Is she around right now? We can get her on for two minutes.”
“If she's good with it, are you ready to get this handled today?”
End on the preliminary decision close
They say“I can't afford it.”
“I hear you, and I'm not gonna put you in something that hurts.”
“Real quick, is it that the number's too high, or is it that this month's tight?”
“Because we can build this smaller. Something is a whole lot better than nothing, and Linda doesn't care if it's the big one or the small one, she cares that there's a check.”
“If I got it down to where it's comfortable, would you take care of it today?”
End on the preliminary decision close
They say“I already have insurance.”
“Good, that's more than most guys. What kind is it, and does it follow you after you stop working?”
“Here's all I'd ask. Let's make sure it's still there at 78, because that's when it's gonna get used.”
“If it turns out there's a hole in it, would you want it fixed while you still qualify?”
End on the preliminary decision close
They say“I want to think about it.”
“Fair enough, I'd think about it too. What part do you want to think about?”
“Because if it's the price, we can move that. If it's the coverage, we can move that too. If it's me, tell me and I'll back off.”
“The only thing that doesn't wait is your health. Today you qualify. Nobody can promise that next year.”
“If we handled the part you're thinking about, would you be ready to move forward today?”
End on the preliminary decision close
They say“The VA covers all that.”
“That's what almost everybody thinks. Let me show you the actual number.”
“For a non service connected death, it's about nine hundred bucks. A funeral's nine to fifteen thousand.”
“So the VA covers the plot and the stone. The other twelve grand is Linda's.”
“If we could close that gap for about a dollar a day, is that worth doing today?”
End on the preliminary decision close
They say“Send me something in the mail.”
“I can do that, and I'm gonna email you the kit either way, that's yours.”
“But paper can't answer questions and it can't tell you what you qualify for. That's why they put me on the phone.”
“We're already here, and we're already on the screen. Give me eight more minutes and you'll know exactly where you stand.”
“Fair enough?”
End on the preliminary decision close
They say“Is this a scam?”
“Good, I'm glad you asked. You should be careful, there's a lot of junk out there.”
“I'm licensed, here's my number, and the carrier is a company you can look up while we're on the phone. Go ahead, I'll wait.”
“And notice I haven't asked you for a dime. The certificate and the kit are yours free either way.”
“Feel better about it?”
End on the preliminary decision close
They say“I'm too old for this.”
“That's exactly backwards, and I say that with respect.”
“The only people who can't get this are the ones who waited. You're here today, and today you qualify.”
“It's guaranteed issue up through 85 and the price never changes once it's locked.”
“Should we lock in today's age while it's still today?”
End on the preliminary decision close
They say“My kids will handle it.”
“I hear that a lot, and I know they would.”
“Question though. Which one writes the twelve thousand dollar check in the first week? And does that one have twelve thousand sitting there?”
“The kids I talk to always say they'd rather be grieving than fundraising.”
“Would you rather leave them the bill or the check?”
End on the preliminary decision close
They say“I've got money set aside for that.”
“Smart. How much is in there?”
“Here's the thing about savings. It's fully spendable. A car breaks, a roof goes, and it's gone. Insurance can only be used for one thing.”
“And every dollar you put in savings is worth a dollar. Every dollar here turns into five or six.”
“If we could protect that savings and still cover the funeral, would you want to see it?”
End on the preliminary decision close
They say“Just email me and I'll get back to you.”
“I'll email you, I promise. And I already know how that goes for both of us.”
“You're gonna get busy, I'm gonna get busy, and in six months nothing's changed except you're six months older.”
“It's ten minutes. Let's just finish what we started.”
“Fair enough?”
End on the preliminary decision close