How to Sell Insurance - Dealing With the Top Three Objections
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good news about insurance sales - like all other sales - is that the set
of objections and put offs you face is essentially the same. In other
words, day after day, in presenting your products and services, your prospects
probably come up the same old objections they've been using for years.
Things like, "I'm happy with who I work with now", and "Why change what
I have already?" etc. Because of this, you have a distinct advantage if,
and this is a big if, you have taken the time to prepare in advance for
these objections and then have practiced your responses so they sound
easy, natural and convincing.
Below you'll find three rebuttals to the most common objections you get
when closing on your insurance products. Remember, take the time to reword
or rework them to fit your specific services or selling style, but after
you do the key is to use them.
By the way, if you sell something besides insurance, there's something
in here for you, too. How often do you here the "I'm happy with who I
work with now," or "Why should I change?" when trying to close on your
products or services?
You see, objections are objections are objections. Prospects and clients
have been using the same ones for years because they work to blow off
80% of your competition. But once you start using these rebuttals, you'll
find a way to get past them and present your products and services.
So, adapt, use and become more successful using these rebuttals:
Objection #1: "I'm happy with who I work with now"
"I'm glad to hear that __________, and I'm not here to come between the
relationship you have with your current broker. Instead, I'm only interested
in making sure you have access to the best new vehicles to fit where you
are in your life now. You see, the issue with most insurance is that people
tend to buy it and forget about it. And the problem with that is that
life, situations and responsibilities change and in most cases the insurance
coverage gets neglected.
Let me ask you this: When was the last time you had someone look at your
existing coverage and compare it to what's now available based on where
you are in your life today? Well here's what I'm prepared to do for you
- I'll compare your current coverage and your current needs with what's
available today, and if you have the best coverage at the best rates,
then I'll tell you so. And if I have a better vehicle at a better rate,
and it makes sense to you, then you can decide what to do. Either way
you'll win. Is that fair enough?"
Objection #2: "It won't happen to me"
"__________, when was the last time you totaled your car? (usually never).
But you still have it insured for that loss, don't you? You see, that's
the thing about insurance - we buy it to protect us in advance in case
something happens that we couldn't afford to cover. If we never use it,
we're grateful, and if we have to use it, we're thankful. Either way,
insurance gives us both protection and peace of mind.
Now _________, if (the situation that you're insuring for now) did happen,
how happy are you going to be that you have coverage for it? (probe here
- "How would that affect your wife? What would that give her in terms
of time with the kids, etc?")
_________ the little bit of premium you pay now provides you and your
family (or business) with a great deal of comfort and security. It's the
right thing to do and I think you know it. Let me ask you this: What kind
of (monthly/quarterly) payments are you trying to stay within - perhaps
I can adjust your policy or length of term to make this work for you..."
Objection #3: "Why change what I have?"
"I'm not saying you should change, and it may not make sense for you to
change - that's why I need to do some work for you to see if I can help
You see _________, most brokers write an insurance policy for their clients
and then they're off to make the next sale. What they don't do is what
is perhaps the most important part of all - continue to assess their client's
changing needs and match them up with a newer vehicle that would get them
more appropriate coverage - perhaps for even less money.
And that's what I'm here to do for you today. Let's do this: I'll take
a look at what you've currently got in terms of coverage and premium,
and I'll compare it to what your needs are today. I'll then review what
is available to you and if there's a better fit for you I'll let you know
about it. If not, then I'll let you know that as well. In the end you
get to decide what's best for you. Is that fair?"
Mike Brooks, Mr. Inside Sales, helps sales reps close more
business over the phone. Learn how to sell more today by downloading
the Special Report, "Ten Techniques to Instantly Become a Better Closer".
Published - May 2010
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