Insurance Agents face not just obstacles in dealing with people but most importantly objections! Once this happens to any agent there is a sure backfire in your confidence, which is hard to recover and can immediately destroy what we aim for. There are easy and quick things that can supplement how we can handle objections, there are three words that will catch your attention.
One thing that I want you to have first is to agree with me, I want you to be open to new things especially when you face objections. And if you are into the insurance business you can easily replicate this and apply to your agents, which can give leverage and advantage in closing your insurance sales.
What You’ll Learn
We’ll help you develop your strengths by embracing rejections and fulfilling your goals as an insurance agent. And will help you expand your potential through taking how you agree to things and make it to the next level, more importantly how you can leverage your client’s objections into opportunities and converting it into an insurance sale.
- Agree with clients to keep the conversation positive and open.
- Lighten the client’s load by being understanding and supportive.
- Focus on delivering value rather than just making a sale.
- Be persistent in reaching out to as many clients as possible.
- Stay focused on your goals to overcome objections and succeed.
- Use a non-aggressive approach to build trust with clients.
- Learn from rejections to improve your sales techniques.
Part 1. The Yes Man! And Yes, We Can!
As agents we hate to be rejected, especially in insurance since we take our salary from the commission we take from each sale, it is our bread and butter to increase our sales for a better profit. “Acceptance and agree” these two things are almost like one another but differ greatly if put to action, as you cannot be disagreeable. As many starting insurance agents, the first thing our mentors taught us is to fight tooth and nail for a contract sale. But that is not the case this time, especially when talking about customer objections.
If someone you approach immediately says “I’m not interested” there is already a boundary between the two however, you can counter this by being agreeable and acceptable in your approach. Be not so combative that you deflect what they have to say about you, agree by it though not at 100%. You apply a follow through in your speech typically a question like “what do you mean?” A person supplemented by question typically respond why? Because that’s human nature. We tend to answer a question given to us, and this can keep your conservation alive if given proper thought and correct answers.
Part 2. Getting the Baggage Off Their Shoulders.
Many parts of a conversation need attention and control why? There are things we say that if not properly attended to will be our failure, which means a hard objection that is counterproductive to our cause. Let’s say that for a day you must call at least 10 people and, on the phone, as you speak your intention, they will immediately reject you! But why? And how will you respond? They are either fed up with insurance calls, or they already have one. But it’s my job to call, and that’s it. It is your duty to call and inform them and not force they against their will however, most insurance does the opposite which is inefficient.
In fact, the more we agree to people the more they are willing to listen. We can use this to our advantage, I call this “lifting the bag” why? People we talk to have a lot in their lives already, and we are here to ease and help them and not burden them. If they reject or object to what you offer, one technique is to be agreeable but “offer and alternative or follow through” and how is that? I say you call me, and I instantly reject you what would you say?
The best answer would be “thank you for sharing that, but its my job to just inform you of this and that, and its up to you on what do with that!” With that in mind you are rejected but instead you open an opportunity to communicate and control the scenario that may lead you to a sale. This defeats the purpose of being intimidating and aggressive, it showcases you as the more flexible type of insurance agent that listens and agrees.
Part 3. Polishing the Road with Positivity and Objections
Being an insurance agent is not just about sales but we “deliver value”, which means that we do business to help them and not to antagonize. It is not our job to change what they already have, if they are already assured that great and an excellent choice. But what can I add to this? Again, it is not our job to change them, but we can deliver them with better choices and alternatives which will leave it to them to decide or not. Most often that not we usually get this statement,
“I want to think about it”
This means that I wasn’t in their plan nor their choice but certainly it became part of an option. Even if you’re a personable and charming person which is better but not a guarantee to make a sale, I learned that people who re-think about the things they are given will not automatically gives you response. Often, they will forget it so one of the best strategies is to approach more people like stacking a Lego.
Go and check your neighborhood or directories make the call and spread the information as much as you can, if you think that one out of a thousand will call you back is a win. However, this is a long worthy process that needs consistent and constant action to make it successful.
Part 4. Focus! Focus! And Focus!
There is nothing more important that focus! Yes, being focused on what you do will strengthen your will and confidence. More importantly the focus you give will ultimately destroy that feeling of uncertainty because of objections, as it is with many businesses and people in insurance. One way to strengthen yourself and overcome objections is by putting time and energy into what you can effectively do, and that’s focusing on delivering insurance to many people as you can. Make the call, send emails, and even do social media promotions which you can do.
Don’t waste your time thinking of other things, competition in the insurance industry is tough. If you’re not focused you might quit before you realize the big potential in insurance, you need to quickly think that in insurance the call back is what makes the money.
Part 5. Always Remember the Attitude That Speaks!
As an insurance agent there can be two types what can make or break us, our attitude that is “Aggressive” or the “non-Aggressive” type. Why did I bring this up? What’s this got to do with objections? Many agents prefer the “Aggressive” approach which is to just shove the information right to our client’s mouth, this is bad, and we don’t want to overload these people with things they won’t even ingest thus leading to rejections. We don’t need tricks to make a sale, remember that we bring value and that requires integrity.
My advice to all aspiring and current insurance agents is to be gentler, you can still approach people the way you style yourself with. However, you must learn about the “non-Aggressive” approach. How is that? By a simple approach of a “deadline or a no-call back policy”, why? A deadline or no-call back policy is really like a stop all end all approach. You are not as aggressive, but you are giving the ball to your client, they now have the decision whether to take it or leave it since that will be the last time for the offer. How is such thing even possible? A sample is like this,
“let’s say I am with Miss Kate; I would talk to her and get close to her. And at the end of our conversation, I offered her an insurance package, and she thinks of it and replied “I would think about it” then I would keep the tension as leveled as possible then I will give her this reply:
This is understandable as with many people who I have talked to too, unfortunately for your convenience like what to other people. I have a no-call back policy, I have given you all the information you need for an informed decision. The ball is with you now, my offer will save you money and bring you more coverage. My advice is you should take it Miss Kate, such chances like this take a very long time to come back.”
This kind of attitude is more socially acceptable and peaceful to say the least. But what is important is that the information is delivered in an effective manner, which is thought provoking and intriguing at the same time strengthening our sales and lessening rejections.
Conclusion
There are plenty of values to consider in strengthening ourselves, especially in becoming an insurance agent. We will face many objections all the time but, learning to make these rejections as a learning experience will not only increase our sales but develop our techniques. To agree to a client that rejects you is one thing however, making it a tool to counter such responses you can polish and potentially convert one defiant client to a benefactor of insurance.
If you have further question or concerns you can interact with us using the contact us form. Or, you may leave a comment below. Thank you.
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