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​New insurance agents often fear sales objections. People experienced with insurance sales welcome them. What's the difference between new agents and successful producers?

Experienced agents view objections as a chance to start a conversation. Some of the most common protests from clients signal agents that they need to refine their pitch and ask the right questions. Clients who state their reasons for hesitation can make the job easier, not harder.

Common Insurance Objections

Successful insurance agents feel confident that their product can help their prospects. They believe common insurance objections usually stem from lapses in communication. Proper objection handling can turn protests into approvals. This skill can take some practice but serves salespeople well. Get started with an overview of handling typical objections from prospects. 

1. I'm Not Interested

Think of this insurance sales objection as a knee-jerk objection to an interruption. It's prevalent when cold calling. Clients might think they've already seen a similar product. They might have pressing tasks at the moment. Potential customers need to know the value of allocating time for a discussion.

Let potential clients know they can schedule an appointment at their convenience. Clarify that many customers said they weren't interested at first. Once they took the time to learn the benefits of this offer, they changed their minds. Let clients know you value their time and only need a few minutes. Make them understand that you want to provide a solution to pressing problems.

2. It Costs Too Much

A price objection can inform agents that they failed to demonstrate the product's value. Follow-up questions should help clarify the issue and show why insurance offers economic protection. For instance:

• Does the prospect understand the out-of-pocket costs they might need to pay if they don't have coverage? Can the client afford going without adequate protection?
• Some clients truly cannot afford the monthly payment. A lower-tier plan may suit their unique needs better.

Clients need to understand the value of excellent insurance for protecting finances and managing risks. Agents must offer their prospects suitable plans for their budgets and needs. Finding the right solution requires listening to and educating clients. 

3. I Already Have Insurance

Insurance agents may consider this one of the most common sales objections. Clients might have current coverage through work. They might have purchased insurance years ago from another broker.

Thus, producers need to differentiate their products from competitors. For example:

• The agent should tell the prospect they can't keep their job benefits if they switch companies. An individual insurance policy will follow them anywhere.
• Their small policy bought just for them might not provide for their family's current needs or growing business.
• Insurance premiums and benefits also vary considerably. Insurance agents should start a conversation by asking what kind of insurance their prospect already has. They can use this information to explain the benefits of their products.

4. I Need Time to Think About It

Some prospects will say they need to think about the product. They may also explain they need to discuss the product with a spouse, accountant, or lawyer. Insurance sales professionals know prospects often say this as a smokescreen for the real objection.

Some clients might feel embarrassed to admit financial worries. Agents should counter by asking if they could offer specific details to help clarify the offer. They might also ask which of the prospect's concerns are causing them to hesitate. It might be the right time to offer to look for a lower quote. The agent may also help the client save money on other insurance products they need. These tactics can turn a potential loss into an even bigger win. 

5. I Don't Trust Insurance Companies

Negative feelings about the insurance industry may get stuck in a prospect's head for various reasons. Some clients have had bad experiences with insurance claims. Others could have read poor press about a fraudulent company or agent in the news.

Licensed agents know they need to adhere to high ethical standards. Successful salespeople also understand that they must maintain their reputation for putting clients first.

They can relieve the prospect's concerns by explaining how tightly the government regulates the insurance business. The agent can also show the client third-party insurance company ratings and reviews. Testimonials from current customers should also help.

Tips to Avoid Insurance Sales Objections

Mastering the sales process means learning objection handling. Skilled agents learn to expect them on a daily basis. They also know how to prepare to listen to client concerns, ask the right questions, and offer the best coverage.

Successful agents will learn to improve to avoid many common objections in the first place. These tactics help save time, close more sales, and ensure referrals.

1.     Listen Actively

Some insurance agents choose this career because they're good speakers. Excellent verbal skills help in this business, but the most successful agents prosper because they're good listeners more than great speakers. 

Active listeners don't just pay attention to what clients say. Active listening involves:

• Take note of non-verbal cues: Make eye contact. See if the client appears interested or distracted. Try to establish a friendly rapport.
• Respond to what the client communicates: Don't respond to the client by diving into a sales pitch. Discuss reasonable concerns and share common interests.
• Respond as an ally: Let the client know you understand their perspective. Show them how much you want to help. Discuss past clients with similar situations.

2.    Build Trust

People tend to trust people who show respect. Agents must return phone calls promptly and arrive for appointments on time. Avoid using insurance jargon in a discussion. Instead, try to speak like a friend having a conversation.

Many excellent agents develop solid friendships with their clients. They listen to their clients but also share their own stories. 

No matter what, some prospects will still decline your offer. If they like and trust you, they won't hesitate to recommend you to somebody on their personal network or social media.

3.    Feel Confident and Prepared

All salespeople would rather sell products they understand and believe in. Take time to understand the product and how it compares to competitors. Faith in the insurance company, product, and the agent's knowledge will naturally develop confidence.

4.    Develop Persistence and Not Pushiness

Agents have a lot of motivation to close quickly. People only sometimes buy at their first introduction to a product. Some well-qualified prospects will hesitate to set an appointment because they're coping with tight schedules. Many clients know they need insurance but may not feel confident about their ability to make a good choice.

Successful agents schedule follow-up calls. They share their confidence and knowledge with their clients. They strive to establish personal connections. They know when to back off but always keep the door open. These traits help clients view their agents as friendly, reliable, and trustworthy.

Even so, some agents have concerns that clients might view their persistence as pushiness. Consider these suggestions to ensure the prospect forms a good impression:

5.    Listen More Than Sell

A solid understanding of the client's needs and concerns works better than the most well-tested sales scripts. Acknowledge concerns to let clients know that you're listening. For the next step, provide the same reassurance and information you would give a friend.

6.    Ask Permission to Make a Follow-Up Call

Agents often face the common sales objection that their prospect needs more time to think or must discuss the decision with somebody else. Sometimes, the best objection-handling skills fail to close a sale right away. Too often, salespeople respond by waiting for the patient to call back. Almost as often, they do the opposite by wasting energy on multiple calls that get no result and even worse, start to annoy the prospect. 

Skilled salespeople rely on a solution between these two extremes. They close the appointment by asking for a follow-up call when they can't close with a sale. For instance, an agent can ask to call back in a week.

Asking for permission to contact the client again shows respect. Setting a timeline and then following through demonstrates reliability. These qualities help successful salespeople stand out from the crowd.

7.    Find Out How Clients Prefer to Communicate

Insurance agents can do themselves a favor by learning how their prospects prefer communication. Most companies ask their customers if they like emails, phone calls, or texts. These days, many choose to connect on social media. A digital connection can help introduce the agent to others in the client's social network.

Messages should occur regularly enough to keep the brand in the client's mind. At the same time, prospects should not receive so much communication that they grow annoyed. Thus, find a sweet spot to space out communication.

8.    Learn When to Quit

Even the hardest-working agents have finite resources. Instead of calling inactive prospects weekly, consider emailing once a month. If the prospect won't engage after multiple contacts, it's time to stop wasting time and energy that agents could use to help other people.

Leave the door open. Clients might hesitate because they want to stay with their current broker. Other times, they may need to get through a financial or personal issue. Six months to a year later, prospects frequently emerge back into the light, suddenly eager to do business.

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