22 Oct Insurance Objections & How To Overcome Them
Every insurance agent has encountered objections from a prospective client at one time or another. Top producing insurance agents understand that this is a common part of the sales process. Instead of focusing on how to avoid objections from prospects, they focus on skillfully overcoming objections and converting hesitant or questioning leads into clients. By learning how to identify the motivations behind common prospect objections, insurance agents can better resolve potential consumer issues, anticipate challenges and drive conversions.
What Is Objection Handling?
Any time you respond to a client or prospect’s protest, you are engaging in objection handling. Objection handling is the process of addressing a prospective client or customer’s concerns and it is a key part of the sales process. Objection handling helps insurance agents break down barriers, while also building trust and rapport with their prospects. Mastering objection handling can offer agents opportunities to better engage their prospects and clients.
4 Common Types Of Consumer Objections
While a customer’s list of objections might seem endless, most objections can easily fit into one of four categories. By learning more about common sales objections categories, insurance agents can focus on practicing better objection handling. Here are the four categories for most objections insurance agents encounter during the sales process:
- Managing Confusion: Questions connected to feelings of uncertainty or confusion.
- Economical Concerns: Questions related to savings opportunities, spending goals or budget needs.
- Trust & Relationship Building: Questions that evaluate an agent’s or brand’s validity, reputation and connectedness to the prospect.
- Questions of Value: Questions weighing the benefits, advantages and quality of services.
Examples Of Common Objections In Each Category
#1. Confused Prospect Objections:
- “I don’t know why you are calling me”
- “Sorry, I didn’t request a phone call”
- “I don’t remember asking for information”
When working with a prospect who responds to you with confused sales objections, do not dismiss their concerns. Use listening skills and validate their questions. Be open and let the prospect know that while they might not have expected a call, you want to connect them to a service they expressed interest in previously. When you encounter these types of objections from prospects, focus on connecting with them and begin building rapport.
#2. Cost-Conscious Prospect Objections
- “This sounds too expensive”
- “I’m trying to save money”
- “These quotes seem really high”
The comments above represent common economic concerns. When prospects pose sales objections related to cost, these are opportunities to better learn about their needs. Ask follow-up questions to understand more about your prospect’s lifestyle and goals so you can offer a more relevant product or package. Ask your prospects what they are paying now and what they like most about their current coverage. Also, use this as a starting point to introduce any value-adding benefits your carrier provides, like discounts with corporate partners or long-term savings offers.
#3. Busy Prospect Objections
- “I don’t have time for this”
- “Can you just mail me information”
- “I can’t talk right now”
A prospect is less likely to give their time to a stranger. The comments above relate to questions of trust and rapport. If your prospects respond with sales objections that indicate they are limited on time, do not give up. Just because a prospect is busy at that moment, does not mean you will not have an opportunity to convert them later. Remain calm and request to set an exact time and date that would be more convenient for the prospect. Make sure you set a reminder and follow-up properly. Also, consider sending your prospect a follow-up email or text message reminding them of your scheduled call to reconnect. Keep busy contacts in your marketing funnel so they build familiarity with you and your services.
#4: Questionable Prospect Objections
- “I don’t recognize your company”
- “I’m happy with my current provider”
- “I don’t think I’m ready to make a change right now”
These questions relate to value. You might find many prospects often come off as skeptical. Prospects might question your brand, your services and your intentions as a result of fears of being scammed or being weary of potentially forceful sales tactics. This is a clear opportunity to present yourself with genuine interest and authenticity. Ask your prospects questions to elaborate on their concerns, so you can present the most relevant information to them. Repeat their responses back to them and practice active listening while you take notes.
Looking To Connect With More High Intent Insurance Customers?
While handling sales objections is an important sales technique, sometimes a prospect is just not ready. Make sure you are consistently filling your pipeline with new leads. If you are looking to connect with more consumers who are actively searching for insurance, ZipQuote can help. When you partner with ZipQuote, you can expect the assistance of a knowledgeable team of professionals who want to see you succeed. Click here to learn more about how ZipQuote can help you grow your business. Contact us today!