Objection handling
How to answer “You only want to earn your commission”
The customer suspects the advice is driven by your pay, not their interest.
Why customers say it
Many people know advisors are paid per sale and have felt pushed before.
Three ways to respond
One approach for each setting. Adapt the words to the customer and to your company’s rules.
- In sales
- Do not take offence. “It is a fair question. Let me explain how I am paid, and then you judge whether my advice is fair.” Be open and let the customer decide.
- In insurance
- Disclose clearly. “Yes, I am paid when a contract is concluded. That is exactly why I will tell you when something is not right for you, and I will put the conditions in writing.” Follow your company’s disclosure rules.
- In a contact centre
- Stay calm and factual. “I see why you ask. May I explain how this works and what is in it for you and for us?”
A common mistake
“I am not paid by the sale.” Never say anything that is not true.
Educational conversation training. It is not legal or financial advice and it promises no results. Always follow your company’s rules and the terms of the product.
Practise it out loud
Talk to an AI customer who raises this objection and read in the report which sentence helped.
Questions about this objection
What does “You only want to earn your commission” mean?
The customer suspects the advice is driven by your pay, not their interest.
Why do customers say “You only want to earn your commission”?
Many people know advisors are paid per sale and have felt pushed before.
How do you answer “You only want to earn your commission”?
In sales: Do not take offence. “It is a fair question. Let me explain how I am paid, and then you judge whether my advice is fair.” Be open and let the customer decide. In insurance: Disclose clearly. “Yes, I am paid when a contract is concluded. That is exactly why I will tell you when something is not right for you, and I will put the conditions in writing.” Follow your company’s disclosure rules. In a contact centre: Stay calm and factual. “I see why you ask. May I explain how this works and what is in it for you and for us?”
What is a common mistake when a customer says “You only want to earn your commission”?
“I am not paid by the sale.” Never say anything that is not true.