Like any industry, group benefits advisors get their fair share of objections throughout the sales process. Benefits can be expensive, underutilized and unappreciated by employees, so some employers will think they aren’t worth the hassle. But, it doesn’t have to be like that.
As we’ve mentioned, myFlex takes a different approach to selling. When you’re using the solution selling technique, you can handle any objection put forth by just going back to how myFlex meets their strategic objectives.
For example, let’s look at one of the objections we’ve mentioned above that you’ll likely hear a lot – benefits are too expensive. It’s not wrong, benefits can be expensive.
But this is an opportunity to remind your client about the challenges they’re trying to solve. If they’re having trouble attracting and retaining top talent, an investment in a benefits plan will help reduce the costs associated with losing key team members and training new ones. Plus, myFlex offers a two year rate guarantee and pooled pricing, so costs can remain stable.
By reframing their objections into how myFlex can achieve their objectives, you have a sure-fire way to handle whatever they throw at you.