Closing is a critical part of the sales process. No matter how well you've presented your case, however, prospects are going to have questions about or raise objections to your recommendations. By anticipating the questions and objections you're likely to hear, you won't be taken by surprise. Moreover, by treating the prospect's comments as real issues, not just obstacles to the sale, you'll demonstrate the power of your collaborative, problem-solving approach.

Try This: Classifying and managing questions and objections must be an important part of your closing strategy. In many cases, prospects will have technical questions about the planning concept or product solutions. Answer these as completely as you can, then close again. However, if you don't know the answer, don't guess. You could be caught between a tough question and a vague answer. Simply promise that you will follow up with the answer as soon as you can, then ask for the business again.

What follows are some typical objections and questions or concerns you may hear when closing business disability sales. "What is Your Most Valuable Asset?" (Form 8736), offers a comprehensive list of general objections and responses.

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