Insurance Phone Call Secrets - Overcoming Objections

The only way you can provide good service is when your prospects buy and become your customer, so if you want what’s best for them, you need to help your prospects take action.

Are you getting too many rejections in your sales calls? Here’s a quick guide to help with the most common objections.

There is a few important criteria when using this guide.

  1. You need to believe in the products you are selling
  2. You sincerely find that what you are proposing to your client is the best for them

Here’s how to use this guide.

  1. There are 7 key objections commonly faced during insurance sales, they are shown in the top part of this page.
  2. Refer to the objections part of the page as you are on the call with your prospect, click on the objection that you meet.
  3. Page will auto scroll down to the solution and script. Use the script.

 

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Time – Solution

Stress the fact that you can complete their application quickly and that it will actually save more time doing it now.

Script:

“We’ll have this done in less than 15 minutes; and you will NOT be charged today. Also, you’ll actually save more time by doing it right now, because you’ll no longer have agents calling you day and night.

[Insert closing statement]

What’s your preferred payment method?

 

Money – Solution

Stress the fact that there’s no need for any upfront payment and that you can find a policy for practically any budget.

Script:

The good news is that there’s no application fee and you are NOT charged today, all I need is some basic information.
[Insert closing statement]

Let’s get started. You mentioned you don’t have any health issues right?

Shopping Around – Solution

Stress the fact that there’s no need for any upfront payment and that you can find a policy for practically any budget.

Script:

The good news is that there’s no application fee and you are NOT charged today, all I need is some basic information.
[Insert closing statement]

Let’s get started. You mentioned you don’t have any health issues right?

Indecisive – Solution

Guide them toward a decision that works for them.

Script:

Out of the 2 (or 3) policies I quoted — if you had to pick one — which would fit your needs the best? 

[Insert closing statement after prospect responds]

I agree. I just need some basic information, just 5 minutes. How do you spell your name on the IC?

Need Spouse’s or 3rd-Party Review – Solution

Reiterate the fact that they’ll get copies of everything and have the right to cancel the application if the other person doesn’t like it.

Script:

No problem. You’ll be receiving a copy of everything by email and hardcopy as soon as we’re done with these preliminary steps. So if your husband/wife wants to go over the documents, they’ll have everything. 
[Insert closing statement]

Can I confirm your mailing address for receiving the hardcopy documents?

Too Many Calls – Solution

Acknowledge their frustration, then highlight why you’re different from all the other agents bothering them.

Script:

I understand a lot of telemarketers are calling, but here’s the thing. I’m not a telemarketer, I’m a professional financial planner who can help you plan for the future. I just need 5 minutes and I guarantee you will get some value from this call. 

[Insert statement for fact finding]

What are your financial priorities right now?

Too Busy – Solution

Acknowledge their busy schedule, but stress the fact that you can help them save time.

Script:

I understand you’re busy. Me too. I just need to quickly understand what to best propose for your needs.
[Insert statement for fact finding]

What are your financial priorities right now?

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