This episode of the Ridiculously Amazing Insurance podcast is a continuation of last month’s episode about handling sales objections.
Dave and Kelly provided some talking points to keep in mind when handling objections:
Make sure that you have a good close that requires a response
“Your renewal date for your current policy is ____. Do you want to start this new policy then or would you rather go ahead and start it now?”
Tell them that you want their honest feedback
“Could you give me the professional courtesy of letting me know your final decision?”
You are really just helping the client be done dealing with insurance
You aren’t being pushy; you truly want to provide them with good coverage
Here are some of the most frequent objections and what the client is really thinking when they use them:
“I want to think about it.”
No they don’t! They want to be done thinking about insurance.
This could mean: (1) “I don’t like you” or (2) “I am waiting on another quote.”
This does not give the agent the information they need to help the client make a decision.
You can overcome this objection by saying something like: “Typically when I hear that, I haven’t communicated clearly about the coverage…can I answer some specific questions for you?”
“I need to talk to my spouse.”
Their spouse doesn’t want to think about insurance either!
Even if they did actually talk to their spouse about the coverage or quote, it is unlikely that they would communicate the details accurately.
“Your price is too high.” Or “Can you send me the quote details?”
It is crucial to know what they are comparing this quote to when they say it is “high.”
If they have received another quote, ask them to send it to you.
You can overcome this objection with: (1) “Maybe we should talk through the coverage options that you chose…” or (2) “Have you felt comfortable with me during this process?”
“It’s just not worth the hassle.” Or “My current coverage/price isn’t really that bad.”
Remind them that they called you rather than your current agent for a reason.
Point out that they have already done 95% of the process already, they can complete the rest of the paperwork with e-sign, and you can easily send their current agent an LPR.
Hopefully your Q3 is off to a great start!
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