Six questions that unlock the real objections

I was working with a broker recently who was frustrated with their protection sales. They were doing the work: running decent discovery calls, presenting options, explaining benefits. But clients still came back with the dreaded "I'll think about it." On the surface, it looked like rejection. In reality, the broker wasn't uncovering the real objection, they were taking the first excuse and moving on. Once we added a few well-timed questions, everything shifted. Instead of dead ends, clients opened up about what was really worrying them. Once those concerns were out in the open, protec...