When trying to sell insurance (or any product for that matter) overcoming objections is best done before those objections are actually voiced. For example, if you are trying to sell life insurance to a couple, one of
the most common objections that you will face is: "this all sounds great, but we'd like some time to think it over." If as a salesman you can anticipate this objection, you can prevent it from ever coming up by saying something to address it before the close.
Something to the effect of: "Now Mr. Jones, these programs are very advantageous to people like yourselves, but unfortunately many people procrastinate. While they are thinking about it, their health or situations may change and then they might not be able to qualify for programs like we are talking about today." Is there a chance they will still want to think it over? Yes, but it is a lot harder for them to voice that objection when you have already effectively addressed it beforehand.
If you actually get the voiced objection, there is one key thing to remember: objections die with agreement. If you agree with their concerns, it establishes you as an individual trying to understand them and their situation and find the best fit for them, not just some salesman looking for the biggest commission check they can find.
Let's say that the prospect tells you they are happy with their current agent or broker.
With the agreement mentality, your response might be something along the lines of: "I understand Mr. Jones, and I am not here to interfere with that relationship. I am just here to make sure that you are in the best vehicles with the best rates to match where you are at this stage of your life. If you would like to show me your existing policy, I will be happy to do a free review for you and make sure that it will meet your current needs."
Another common objection that you may hear when talking with a prospect is that: "It will never happen to me."
Depending on the type of product you are selling, this can be a killer objection. Everyone knows they need life insurance because they will 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 tougher.
You still want to agree with the prospect, perhaps something along the lines of: "I understand where you are coming from, and we don't want these things to happen to you, but it is still wise to be prepared. Tell me, when is 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 acknowledge that just because it is an unpleasant thought, it can still happen to them.
Overcoming objections is one of the most important parts of the sales cycle. You can make a killer presentation, have the best products with the lowest rates, but if you're not able to surmount the objections that will come up in the prospect's mind, none of your product advantages will matter to the client. They have to not only see the value in your product, but have all their objections (both voiced and unvoiced) resolved before they will be willing to fill out the application or cut you that premium check.
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