Handling last minute objections

Sometimes it can be challenging to get a client to the finish line. Despite your assurances and thorough reviews of their goals and solutions, people can still get cold feet. Here are some of the last minute objections that we hear:

• I don’t think I can afford this
• As we mentioned last time we talked about handling objections, reminding your client of their goals and how myFlex can help to achieve them can go a long way in dealing with the “sticker shock” benefits can sometimes cause.  .  If they continue to bring up cost as a barrier, it’s worthwhile to dig deeper into their concerns.  Have you identified the true challenge they are trying to solve?   Keeping your eye (and the client’s) on the end goal and reinforcing how myFlex helps them accomplish that goal will help to reassure them that they’ve made the right choice and takes price off the table as an objection.
• How am I supposed to manage a benefits program on top of everything else I do? 

• For many small businesses, the administrator of the plan often wears many hats and it can seem overwhelming , particularly if it’s their first plan.  Fortunately, they don’t have to do it all themselves.   You and your client have access to our myFlex Benefits team who are there to help .  Our online tools, including a dedicated plan administrator view of EquitableHealth.ca, makes administering the plan a breeze.  Also, plan members will find our EZClaim mobile app a fast and convenient way to submit claims and view their coverage details, reducing the number of questions they have for the plan administrator.
• I’ve never even heard of Equitable Life

• Equitable Life might not be as well-known as some of our larger competitors, but Canadians have been turning to Equitable Life to protect what matters most since 1920!  We have a long history of financial strength and stability that  allows us to do things differently.   Service is our business and your clients will be well-taken care with personalized service from our dedicated myFlex team.  Being smaller means that we understand small businesses and what they need. Our clients aren’t just numbers, they are our reason for being and we treat them as such.