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OBJECTION HANDLING (TIME OBJECTIONS (Too busy to meet (Completely…
OBJECTION HANDLING
TIME OBJECTIONS
Too busy to meet
Completely understand. Would the first or second week of September work? I am free on the 18th or 19th?
Just renewed
That's perfect - moving the conversation about Risk away from the conversation about Insurance is often the best strategy. Are you free on the XXX?
In an LTA
That's fine. I don't want to talk about insurance and we often find we add most value away from this transaction. In addition, the LTA being set obviously means your broker feels they have secured the very best deal which we can check for you. Are you free on the XXX?
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I'M HAPPY
I'm happy with my broker
That's great to hear. I really don't want to focus on the 'broking' and insurance, but instead give you some insight into how your peer group are financing and managing risk. We often advise alongside an existing broker. Are you free on the XXX?
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BAD EXPERIENCE
I was with you in 1925 and didn't like you / I met with Joe Bloggs and didn't get on with him / etc.
That's a real shame to hear and I'm sorry you've had that experience. We remain a people based business, and it appears a person has let you down. It's now my challenge to demonstrate that your experience is not reflective of me, or Marsh's usual service. If we could meet on XXX I would try to demonstrate this...are you free??
NOT INTERESTED
Okay - where am I missing the mark? I can promise you I'm not planning on having the 'same old' insurance discussion. In fact, I would really like to explore how our data and risk capabilities will mean you don't need to rely on insurance - a product which due to taxation is becoming increasingly inefficient. Are you free on the XXX - I promise to be interesting!