Overcoming Objections

To be a top producing agent, you’ve got to be on your toes at all times. Your clients will invariably want answers to questions that you may not feel super confident to answer. PRO$ wants to make sure that you are as ready as can be, so we’ve compiled 5 of the most common objections your clients are likely to raise and the best answers to help you navigate them.

Objection #1: It’s the same old fuel…dirty and inefficient.
Your response: Actually, things have changed in a big way. Heating oil in Pennsylvania is now an ultra-low sulfur fuel, making it cleaner and less likely to cause maintenance issues. Bioheat® is also becoming increasingly popular. Bioheat is a blend of regular heating oil and biofuels like soybeans, sunflowers, and recycled cooking oil and will lead to higher system efficiency, reduces or eliminates the source of equipment breakdowns, and costs the same as regular heating oil. So today’s heating oil isn’t dirty or inefficient at all!

Objection #2: Oil tanks are big problems!
Your response: Sure, an old, leaking underground tank can be a problem. But the truth is that the likelihood of a leaking tank is very small. Plus, most of the homes that heat with oil have aboveground storage tanks, which are even less likely to cause any problems. And many of today’s tanks are double-walled, offering even more protection from any problems. (Click here for even more information about tanks.)

Objection #3: It costs too much to heat a home with oil.
Your response: Heating oil prices reached a 13-year low just 2 years ago! And whiles prices have increased since then, financial and energy experts expect prices to stay lower for the next few years. Homes with old, outdated equipment can be expensive to run because those systems are not energy efficient. But systems installed even 20 years ago are achieving solid energy efficiency levels. And now that there are rebates available to Pennsylvania homeowners, the cost to install new higher-efficiency equipment is even lower! For more information about the rebates that are available for your clients, visit www.upgradeandsavepa.com.

Objection #4: I don’t want my money going to support foreign countries.
Your response: The truth is that more than two-thirds of the heating oil used in the United States comes from the United States. That’s one of the reasons why heating oil prices have fallen so dramatically. We are producing more oil in the U.S. than at any other point in our history. And the heating oil companies in your neighborhood are locally owned, which means that you’re supporting local businesses and not some faceless corporation.

Objection #5: I’ve never lived in an oil-heated home before.
Your response: Nothing to worry about! There are so many benefits to living in an oil-heated home. For example, the flame inside the heating oil system burns hotter than any other type of system and so oilheat homeowners often report that their homes feel warmer and the rooms are heated more evenly. Having a tank on your property gives you total control over your fuel supply. Also, you have so much choice when it comes to the company that delivers your oil and services your equipment. You have the freedom to choose the company that best fits your needs and your budget. Heating oil companies are known for delivering top-notch service and support, so you can feel very confident knowing that you and your family are going to be well taken care of.