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Power Closing Handling Objection By Dr Rizal Naidu
: Shifting the focus from the "cost" of the product to the "cost of inaction". About the Author: Dr. Rizal Naidu MDRT Through 88 Closing Skills & 69 Objections Handling
What is the your reps hear on calls?
"You shouldn't trust me. I'm a salesperson. Trust is earned, not given. In fact, I’m not asking for your trust. I’m asking for 10 minutes of your skepticism. If I show you three case studies of people just like you who had the exact same fear, and they still made money, will you allow the data to change your mind, even if your gut is telling you no?"
With decades of experience transforming the careers of thousands of insurance advisors and entrepreneurs, Dr. Naidu’s philosophies on the and objection handling have become legendary in the industry. His methodologies bridge the gap between human psychology and strategic sales frameworks, empowering professionals to guide clients toward decisions that secure their families' futures. power closing handling objection by dr rizal naidu
Example vignette: Prospect: “I’ll need to get buy-in.” Rep: “Understood—who needs to sign off? I’ll draft a one-page case with the key metrics for them and can present it if helpful.”
Align the cost of insurance with daily food costs (e.g., Rp 50,000/day) to show how a small daily sacrifice ensures long-term family survival. Recommended Resource
Phrasing: "We established earlier that manual data entry is costing your team 20 hours a week, which equates to roughly $4,000 every month in wasted labor. Delaying this decision for another quarter means writing a check for $12,000 to maintain a broken process. Let’s protect that capital and begin saving those hours this week." Conclusion : Shifting the focus from the "cost" of
Naidu reframes this by explaining that those who cannot afford insurance are actually those who need it most
Never tell a prospect they are wrong. Instead, validate their perspective using a "cushion"—a statement that shows empathy without conceding on price or value.
Dr. Naidu shares some common objections and responses: "You shouldn't trust me
"Would you prefer to initiate this coverage on the 1st or the 15th of the month?" The Choice Close
In the "Power Closing" framework, an objection is treated as a buying signal. If a prospect had absolutely no interest, they would not take the time to explain their hesitation. They would simply walk away. The fact that they are talking to you, arguing with you, or questioning you means they are engaged. Your job is to keep them engaged.
Now, go close.
The sales rep panics and offers an immediate 10% discount.