Okay so I have been in the industry for almost 12 months now. I have learnt a lot and I’m surprised I still have a job to get to this stage. I thought I was good in sales before I started and the amount of knowledge I have gained since starting has been astronomical. I have spent money on books, DVDs, anything and everything as well as my firm constantly training us in sales/product knowledge. However, I have come to an interesting realisation with objections. In fact, what I have found is counter intuitive to what all of the FP’s script book suggests. A lot of objection books focus on talking the customer into the corner. This is what I have found and I would value your opinion… When answer objections, instead of fighting them simply disqualify the client. For example: Client: I have a child and I'm a nurse that does shift work so I don't think I will have the time. Me: That's fine sorting out your financials is not for everyone. We really only want to take on board clients who can commit the time and be involved in the decision making process. Might be an idea to consider it when you have more time. Client: No If I commit to it, than I will be able to make the time. When do you want meet up to talk more about it? OR Client: I have things that I’m involved in right now and committed to so I’m not interested at the moment. Me: The time is not always right for everyone. I don’t want to bombard you with too much information, I only want to take on clients who can be 100% committed to the process. Obviously you can’t so I don’t so I wouldn’t even put you in a position where your hands are tied. To set up a bit of a timeline when would you like to touch base with you next to see if you want to take the next step? Client: Oh well, we can meet up and I’m more than happy to see what you have to offer. At the slightest point of resistance, I cut the client off and say that im not interested in this business. Over the last couple of weeks I have been consistently getting people who are keen. But you always get your one or two which aren’t interested. Have and of you guys realised this?