How would you respond to a prospect who says...
"I already have (health insurance, life insurance, etc.); I don't have a need for what you're selling."
"I am happy to hear you are protected and have purchased life insurance. Let me ask you: Does your insurance have living benefits or only a death benefit?" Wait for a response and listen carefully. Prospect will most likely ask you, "What do you mean?" or, "What's the difference?" That gives you an opportunity to continue the conversation and ask for an appointment to review current coverage and look for opportunities to be of service.
Alfredo J. Flores, Coconut Creek, FL
"When was the last time you looked at your coverage? Do you have the old kind or the new kind?" Of course, everyone wants the new kind. This will at least get them thinking. Offer to do a needs analysis -- you may or may not uncover the need for what you are selling.
Melissa Young, Morristown, TN
"That's wonderful that you have insurance; that means you are taking the steps to protect your family. To make sure there are no gaps in your coverage, would you mind if I came by to go over your existing policy with you?" This way, you can look at their policy and see if there is anything missing or if the coverage is enough.
Jennifer Cordle, Ironton, OH
"You already have that? Great! Do you have a copy of the annual statement? Since we've talked about your retirement goals, may I review it objectively to see if it does meet those goals?"
Andy Kawecki, Santa Rosa, CA
Next month's objection:
"I'm so worried that with everything going on in the economy today, my insurer will fail and my policy will go under."
How do you overcome this objection? Email the editor at ASJeditor@AgentMediaCorp.com. Please include your first and last name, city, and state, and put the word "Objection" in the subject line. Your response may be printed in an upcoming edition.
