It's a word most of us don't like to hear. But in the world of selling life insurance, "no" is a word you can expect to hear a lot.
When you're selling life insurance, you have to develop a thick skin. But what about turning a "no" into a "yes"?
The ability to overcome common insurance objections distinguishes the successful from the rest. Keep reading to learn more about the most common objections you'll hear when selling life insurance and how to respond to turn that "no" into a "YES!"
"I'll Have to Think About It"
When you're selling life insurance, "I need to think about it" is probably the most common objection that you'll hear.
It's also the hardest to counter without knowing what to do.
One of the most important things to remember about how to sell life insurance is that you need to get in your prospect's head.
What this means is that you want to understand where they are coming from and why they hold the beliefs that they do.
When you understand what they are thinking, you can present evidence to counter their preconceived notions about life insurance and close the deal.
At the same time, it's important to remember that people don't always say what they mean. This is especially true with an objection like "I'll have to think about it."
So you need to dive deeper into what your prospect really means by that.
The best way to handle this objection is to prepare a life insurance policy pitch with a rebuttal that dives deeper into why a prospective client needs more time to think about it and what you can do to alleviate any hesitations they may be having.
You also need to take into consideration that they may just be trying to be polite and are not interested at all. But what you say next can mean the difference between a successful close and wasted time
How to Respond
So how should you respond to an objection like "Let me think about it"?
The goal is to try to learn more about your prospect's concerns. If you come on too strong without taking the time to understand why your prospect might be hesitant, you could make them uncomfortable and scare them off.
People generally avoid confrontation, especially with salespeople. Rather than taking a hard-sell approach, tell your prospect that it's completely fine that they need to think about it
Pro Tip: Maintain a confident and friendly tone and simply inquire about what they mean. One of two things will happen - either your prospect will double down with vague disinterest or they will explain a genuine concern that is holding them up.
With this information, you have a clear picture and can decide what to do next. Then, you can dive into the specific issues with empathy and concern.
"I Don't Need Life Insurance"
Whether a prospect comes out of the gate with this objection or you have to coax it out of them, "I don't need life insurance" is a common obstacle you'll face when trying to sell a life insurance policy. It's also one of the trickiest to deal with.
There are two common reasons for this objection. The first is a lack of understanding of how life insurance can benefit them. If this is the reason for the objection, your basic life insurance training will come in handy. The second is failure to see the value of life insurance.
How to Respond
Most people don't have a good understanding of how life insurance policies work or how buying one can save them money in the long term.
One of the first things you learn about how to sell life insurance is how to focus on why your prospects need a life insurance policy. Getting them to understand the benefits and why they actually do need life insurance is the best way to respond to this objection.
The second possibility with this objection is that your prospect does understand how life insurance works but doesn't think they can afford a policy or that the benefits are worth the cost.
"I Can't Afford Life Insurance"
"I can't afford life insurance!" is the third most common objection you'll hear when selling life insurance.
This objection comes down to a lack of understanding of the true costs of a life insurance policy and how having one in place is actually a good financial decision.
How to Respond
This objection presents another opportunity to circle back to your life insurance sales training.
When you're selling life insurance, the most important thing to remember is that you should be selling your prospects the best plan for their circumstances. Sometimes, this means selling a smaller plan. While you might make less money from the deal, you'll gain more in the long run.
Securing a client, even one with a small premium plan, means future business. Happy clients that trust you are likely to become repeat customers and refer their friends and family
Want More Tips for Selling Life Insurance?
Selling life insurance is an excellent career choice that allows for flexibility and limitless potential. But, it's not always easy.
Life insurance agents can expect to be faced with these and other common objections on a regular basis. The difference between success and failure comes down to knowing how to overcome these hurdles.