When it comes to insurance agents, I have met people from the entire spectrum. I have met agents who can’t stop talking, those who barely talk and everything in between. After twenty plus years I have concluded that my professors in college were telling the truth when they said, “It’s not as important to talk as it is to have something to say when you do.”
There are some people who view you as the expert in insurance. They will blindly do whatever you tell them. Others see you as entertainment. They have absolutely no intention of buying anything from you. It does not make any difference what you say. They will find a reason to contradict you. I call them “tire-kickers”, after the people who go to car lots just to mess with the heads and feelings of commission sales people.
Fortunately, the average American is somewhere in the middle. They will acknowledge that you know more about insurance than they do but they will not blindly do whatever you tell them to do. It is up to you to answer two questions for them.
- “What’s in it for me (the prospect)?”
- “Why should I allow you to fill my need?”
Regardless of how you prefer to communicate, whether by talking or writing, if you are able to satisfactorily answer those questions you will evolve into a closing machine.
Learning how to “handle objections” is an academic exercise that every insurance agent needs to do, however, objections can be avoided. Every objection you ever get will be because you failed to answer one of those two questions. When you are preparing for your sales presentation, whether verbally or in response to an email, figure out a way to address them and you will never have a problem with objections.
The average American is not stupid. They know what they know and know what they don’t know. The only people who claim to know everything are spouses and politicians.
If you find yourself dealing with a “tire-kicker” that you feel may become a good client, you may have to know how to handle objections. Most of the time, you can avoid objections by answering the two basic questions and then shutting up. Remember, the old sales proverb, “He who talks last, loses.”
If you have any thoughts or feedback on this idea, please share them in the Comments area.