In sales, the expression "overcoming objections" often means a potential client has said "no" to an offer, and it is now the agent's job to convince them why their offer is so great. Essentially, the agent must change a mind that they feel is already made up. This makes the task of laying out a well-reasoned argument more intimidating as some may feel the sale is lost at that point.But what really is an objection? Webster Dictionary defines an objection as a challenge or disagreement...hardly a resounding "no" as most salespeople take it to be. As agents, it is our job to listen well; really hear what clients are challenging your offer on, so that your response can speak directly to the heart of their concerns.Below we explore the top three objections in life insurance sales and how to address them, so that both you as the agent, as well as the client, feel confident and comfortable with the sale.(also download our free eBook on Overcoming Objections on the Phone)
