Considering the state of the world, you never know what someone might be dealing with and why they aren’t ready to make a decision about insurance. While hearing “no” might not be the best feeling, don’t count your losses too quickly. Before you give up on a prospect, take a step back and try to understand why they feel like now isn’t the best time to go through with enrolling.
There could be a number of reasons and understanding where your prospect is coming from will help you ease their worries, build stronger relationships, and maybe even overcome the objection. Here are insurance sales tips for uncertain markets.
Avoiding objections from the start
A lot of the time, people may not feel comfortable committing to a new insurance plan because they don’t have enough information. Before a prospect has the chance to object, it’s your job to make sure you’ve painted a clear picture for them. Make sure your presentation or introductory phone call is thorough and goes over everything they need to know before committing.
You’ve probably been in the business long enough to start recognizing the concerns most likely to crop up. Start working the answers to these questions into your material, so that your potential client’s worries are eased ahead of the curve. Building trust with your prospects and demonstrating your authority helps them feel more comfortable and can help you avoid objections before they become an issue.
Finding a solution to an objection
Of course, not all objections are avoidable from the start. If your prospects are still hesitant, then there are a few ways you can root out the problem and overcome the objection.
Listen to their concerns
Your very first step when you see that someone is going to have an objection is to hear them out. We know it can feel like they are saying “no” to you personally, but that’s not usually the case, and getting defensive isn’t going to solve any problems.
Listening to them allows you to figure out what their problem actually is and gives you a path toward solving it. A big part of why you’re selling to them in the first place is to build a relationship and make connections. People are more likely to trust you and want to work with you if you take the time to listen and understand them.
Ask questions
Sometimes it may be that your prospects don’t actually know what they want and you’re going to have to help them figure it out.
A big part of listening, like in the step above, is also engaging with them. Asking questions not only helps you show them you care, but also guides you toward their problem, and therefore, a solution.
It’s important to note, though, that your questions should help steer the conversation, not end it. Asking simple yes or no questions isn’t going to do you much good. You want your questions to be open-ended and provide your prospective client the opportunity to voice all of their concerns.
Address their concerns
Once you have all of the information, then you can respond and work toward a solution that makes your clients feel validated and gives them a reason to say yes instead. Address their biggest concern first by responding concisely. Be genuine and clearly state how you can help them overcome their worry. They came to you in the first place with a problem for you to solve and this is just another step toward accomplishing that.
Make sure they are good to go
After you explain away their concerns, you shouldn’t jump right back into your sale. You need to first ask them if they have any other worries. If they are satisfied, they may be ready to close the sale. If not, however, more explanations on your part may be necessary. Not every concern is going to be simple and you need to be prepared to walk them through a process in order to get them to a place where they are comfortable in their decision to close the sale.
It’s okay to take “no” for an answer
You should never force your prospect’s hand. While you want to be persistent in your pursuit, there are times when no really means no.
If you’ve clearly understood their concerns and offered every solution and they still have objections, then it may be time to move on. It’s more important in this instance that you took the time to build a relationship on trust. That person now knows who you are and what you could do for them. When they are in a better place to say “yes,” you’ll be the first person they call. They may even refer you to friends or family in the future.
The most important thing for you to do is to be genuine with your every action. Make sure your presentation is thorough and be receptive to your prospects’ concerns. Find solutions by listening and engaging with your clients. Whether or not you close the sale, the relationship you build with the potential clients is invaluable.
The AgentLink team is here to help you succeed and provide the best service possible for your clients. If you’re looking for more ways to boost your sales and overcome objections, start a conversation with us today.
