When trying to sell insurance (or any product for that matter) overcoming objections is best done before objections are actually voiced. For example, if you are trying to sell life insurance to a couple, one of the most common objections you will face is: “this sounds good, but we want some time to think it over.” If the salesman you can see this object, you can prevent it coming up by saying something to address it before the end.
something to the effect: “Now, Mr. Jones, these programs are advantageous to people like you, but unfortunately many delayed while they are thinking about it, their health or situation can change them. Could not been able to qualify for the program as we are talking about today. “there is a chance that they will still want to think it over? Yes, but it is much harder for them to voice protest when you have already actually addressed beforehand.
If you get really expressed objections, there is one key thing to remember: protests die by agreement. If you agree with their concerns, it puts you as an individual trying to understand them and their situation and find the best fit for them, not just some salesman to look for the largest commission check they can find.
Let’s say the prospect tells you they are satisfied with their current agent or broker.
By agreement mindset, your answer might be something along the lines of: “. I understand Mr. Jones, and I’m not here to disrupt that relationship I’m just here to make sure you’re in the best vehicles with the best prices to match where you are at this stage in your life. If you would like to show my current course, I will be happy to make a free review for you and make sure that it will meet your current needs “
Another common objection you can hear when talk with the option to” .. It will never happen to me “
Depending on the type of product you are selling, this can be a killer objection. Everyone knows that they need life insurance because they do not live forever, but accident insurance, long term care insurance, or cancer policies are a little tougher sell. Overcoming objections on these types of policies can be much more difficult.
You would still agree with the possibility, perhaps something along the lines of: “I understand where you are coming from, and we do not want this to happen to you, but it is still wise to be prepared. Tell me, when’s the last time you totaled your car? Never? But you still feel it is important to have coverage in case that happened to you, right? “at that point, they recognize that just because it is an unpleasant thought , it can still happen to them.
overcome objections is one of the most important parts of the sales process. You can make a killer presentation, have the best products with the lowest price, but if you are not able to overcome objections that come to mind prospects, none of the advantages of the product will matter to the customer. They have to not only see the value in the product, but all have their objections (both voiced and unvoiced) resolved before they will be willing to fill out an application, or you cut the extra stop.