Getting Beyond the Excuse NOT to Buy

The Situation

Dana sells insurance for a reputable company. Many of her customers are young adults, such as Pierce, who is getting married soon. This would be his first life insurance policy. Dana has talked with him about his plans for the future. Now, she has prepared a copy of her recommended policy and is explaining it to him. Wrapping up, Dana asks for his business:

Pierce: It, uh, sounds good.
Dana: Great. Shall we go ahead, then, and set up this policy?
Pierce: Well . . . I can’t really do it today. For financial decisions that are this important, I need for my older brother to look it over first.
Dana: That’s not a bad idea. What if we called him now? I can have an electronic version sent in a couple of minutes.
Pierce: Oh, well . . . see, he’s in banking. He’s very busy. He wouldn’t be available now.
Dana: Okay. Can we set up a meeting with him? You don’t want to put off your coverage.
Pierce: No need for that. I’ll talk to him.
Dana: If that’s the case, I want to make sure you have all the information you need to be able to answer his questions.
Pierce: Oh, I understand it very well.
Dana: Then why does your brother need to be involved? Pierce, you’re an adult. Does your brother make all your decisions for you?
Pierce: No, not at all. Look, I’ve got everything I need. I’ll give you a call.

Losing the Commitment

Dana has hit a snag in closing, and her response does not accomplish anything — other than lowering Pierce’s receptivity and readiness to act. What Q4 collaborative sales techniques would help her deal with Pierce’s roadblock?

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