Objections are a challenging part of any sales role. Whether sales are made over the phone or in person, objections can stop you right in your tracks. Here are three tips for overcoming objections, as well as 11 examples of the most common challenges you will hear in your appointments.
3 Tips for Overcoming Objections
Objections are not necessarily “No’s”. They are requests for more information. Do not be afraid to answer questions from your beneficiaries. Whether your goal is to set up a follow-up appointment, get into a presentation on the same phone call, or close a sale in person, keep these tips in mind.
1. Listen Actively
By listening carefully and seeking to understand your prospects well, you’ll learn what’s important to them. Once you know what’s important to them, you can position your products in a way that solves their problems and answers potential objections before they even become an issue. Remember: the best way to overcome objections is to prevent them in the first place.
2. Ask Questions
Start asking simple questions from the very beginning. Get to know your prospect personally. We like to tell agents: “Know how to talk about something besides insurance.” Building rapport early helps to prevent objections later on. Once you turn the conversation toward insurance, always start by asking, “Can I ask you a few questions?” Getting someone to say yes early on will make it easier when you ask for the sale.
3. Always Acknowledge and Address the Objection
Phrases like “I completely understand,” “I know how you feel,” or “That makes perfect sense” will disarm the prospect and ease some of the tension. Once you acknowledge the objection, always address it. If you leave it unanswered, the sale will be much more difficult, and the chances of the prospect canceling their new coverage soon after are higher.
11 Common Objections Answered
Now here are 11 common objections you will come across and how to address them.
1." I'm not interested."
I Completely understand that. But if your have just a few minutes, I think we can save you some significant money on your drug costs and get you more coverage for your dental needs."
2. "Can you mail me the information?"
"Absolutely! Since I represent all of the major carriers in the area, can I ask you a few questions to make sure I send you the right information?"
3. "I've already taken care of my Medicare."
"That's fantastic. Did someone already explain to you all the differences between a Medicare Supplement and a Medicare Advantage plan?"
4. "I'm not on Medicare yet."
"No problem. I want to make sure you know about the penalties for enrolling in Medicare too late. Have you been advised of the best time to come off of your group/spouse plan? /Have you set up a plan for when you do eventually retire?"
5. "Why are you Calling me?"
"I work with people on Medicare in your area. I got your information from the card you returned in the mail/ when you submitted your request on Facebook/ when you requeste a quote online. Could I ask you a few questions?"
6. "I already have an agent."
"I'm really glad to hear that. When was the last time you spoke to them?"
7. "I don't want to make any changes right now."
"I completley understand that. I don't think a big change would be good for you right now, but I think we can get you a nice little upgrade/update. Here's how this would work better for you."
8. "I can't afford that."
"Of course, you know your budget much better than I do. Are you paying for any other coverages?"
9. "I need to talk to my son/daughter,POA first."
"Absolutley. This is a very important decision to make. Is there a time that would work better for you and your son/daughter/POA? When would be the best time to schedule a meeting for all of us to discuss your needs?"
10. "I need to talk to my doctor/pharmacist."
Offer to call the doctor or pharmacist with the prospect right then to verify they accept the coverage you are presenting. If they insist they talk to the doctor or pharmacist by themselves, you might say: "Sure thing! Talk to them, and I'll call you back Monday."
11. "I don't want to give you that information over the phone."
"I totally understand why you may not want to share your information over the phone, but I need all of this information to make sure I can help get you these drug savings/dental benefits/lower monthly cost we've talked about."
Don’t let objections derail your sales process. Use there tips; figure out what works for you, and start closing more sales today!
Objections are a challenging part of any sales role. Whether sales are made over the phone or in person, objections can stop you right in your tracks. Here are three tips for overcoming objections, as well as 11 examples of the most common challenges you will hear in your appointments.
3 Tips for Overcoming Objections
Objections are not necessarily “No’s”. They are requests for more information. Do not be afraid to answer questions from your beneficiaries. Whether your goal is to set up a follow-up appointment, get into a presentation on the same phone call, or close a sale in person, keep these tips in mind.
1. Listen Actively
By listening carefully and seeking to understand your prospects well, you’ll learn what’s important to them. Once you know what’s important to them, you can position your products in a way that solves their problems and answers potential objections before they even become an issue. Remember: the best way to overcome objections is to prevent them in the first place.
2. Ask Questions
Start asking simple questions from the very beginning. Get to know your prospect personally. We like to tell agents: “Know how to talk about something besides insurance.” Building rapport early helps to prevent objections later on. Once you turn the conversation toward insurance, always start by asking, “Can I ask you a few questions?” Getting someone to say yes early on will make it easier when you ask for the sale.
3. Always Acknowledge and Address the Objection
Phrases like “I completely understand,” “I know how you feel,” or “That makes perfect sense” will disarm the prospect and ease some of the tension. Once you acknowledge the objection, always address it. If you leave it unanswered, the sale will be much more difficult, and the chances of the prospect canceling their new coverage soon after are higher.
11 Common Objections Answered
Now here are 11 common objections you will come across and how to address them.
1." I'm not interested."
I Completely understand that. But if your have just a few minutes, I think we can save you some significant money on your drug costs and get you more coverage for your dental needs."
2. "Can you mail me the information?"
"Absolutely! Since I represent all of the major carriers in the area, can I ask you a few questions to make sure I send you the right information?"
3. "I've already taken care of my Medicare."
"That's fantastic. Did someone already explain to you all the differences between a Medicare Supplement and a Medicare Advantage plan?"
4. "I'm not on Medicare yet."
"No problem. I want to make sure you know about the penalties for enrolling in Medicare too late. Have you been advised of the best time to come off of your group/spouse plan? /Have you set up a plan for when you do eventually retire?"
5. "Why are you Calling me?"
"I work with people on Medicare in your area. I got your information from the card you returned in the mail/ when you submitted your request on Facebook/ when you requeste a quote online. Could I ask you a few questions?"
6. "I already have an agent."
"I'm really glad to hear that. When was the last time you spoke to them?"
7. "I don't want to make any changes right now."
"I completley understand that. I don't think a big change would be good for you right now, but I think we can get you a nice little upgrade/update. Here's how this would work better for you."
8. "I can't afford that."
"Of course, you know your budget much better than I do. Are you paying for any other coverages?"
9. "I need to talk to my son/daughter,POA first."
"Absolutley. This is a very important decision to make. Is there a time that would work better for you and your son/daughter/POA? When would be the best time to schedule a meeting for all of us to discuss your needs?"
10. "I need to talk to my doctor/pharmacist."
Offer to call the doctor or pharmacist with the prospect right then to verify they accept the coverage you are presenting. If they insist they talk to the doctor or pharmacist by themselves, you might say: "Sure thing! Talk to them, and I'll call you back Monday."
11. "I don't want to give you that information over the phone."
"I totally understand why you may not want to share your information over the phone, but I need all of this information to make sure I can help get you these drug savings/dental benefits/lower monthly cost we've talked about."
Don’t let objections derail your sales process. Use there tips; figure out what works for you, and start closing more sales today!
