Selling insurance in India is definitely not an easy task! Even today, insurance is a must-sell product and even if you recommend the best plan to the customer according to their needs, it may not sell for many reasons! So, today we will talk about some reliable ways to convert your potential customer’s yes to yes!
Always remember, objections are good for sales. They give you a chance to talk and explain.
What is the objection?
According to the Oxford Dictionary, objection means expressing or feeling dislike or opposition. So, when your customers oppose or dislike your suggestion, they are objecting.
Why do customers have objections?
Objections to customers occur because-
They already have some opinions about insurance.
They do not have complete confidence in you to invest their hard earned money in your suggested plan.
They do not understand your suggested sales proposal.
Common examples of customer objections
If you have been in the insurance business for some time in the field, you may have heard a variety of objections from potential customers. Some of the most common among them are
- I do not need insurance
- Insurance companies are not very reliable.
- I do not have money for insurance plan premiums
- Another company is giving me a better offer
How to resolve customer objections?
Now you know what objections are, why customers have objections and what are some common objections of customers. Do you know the sales policy that resolves objections? Let’s find out-
Patience is the solution
Patience is the most important way of resolving objections. Do not be aggressive when customers object to your offer. Be patient and listen to the customer. To find a way to resolve an objection it is necessary to understand it.
Understand the concern
After listening to the objections of the customer, understand why the customer has such objections. Those objections may be due to the customer’s previous experiences. For example, if the customer has objections that the insurance companies are not trustworthy, then he must have had a bad experience with an insurance company first which would be the reason for this objection.
Depend on facts
After understanding the objection, tell your customer the facts that are true. End your confusion by educating your customer about facts and figures. Facts and figures show a true picture to your customer and help him forget his preconceived concept.
For example, if your client says that insurance companies are not trustworthy, tell them that the Insurance Regulatory and Development Authority of India (IRDAI) has control over the companies. This will remove the customers’ hesitation in relying on the insurance companies.
Handle objections with reasonable and reasonable answers
This is the last and most important selling policy that helps resolve objections. After writing all the objections, understanding the concerns, and conveying the facts to the customer, respond appropriately to those objections. For example, if your customer says that they do not need insurance, do not disagree.
To know the financial status of the customer, ask him to check and understand the facts with you. Once you understand his financial situation, you will be able to see the financial responsibilities of the customer and then suggest the appropriate insurance product. When the customer sees that the suggested product meets his financial needs, he will be motivated to buy insurance from you and thus you will handle the objection properly.
Objections are an integral part of the insurance selling process. Do not be disappointed if your customer makes objections. With no objections, it is better to have objections. Objections show that your customers are listening to your sales proposal and they also help you improve your sales strategy. Therefore, consider objections as one of the most important tools for selling and use it as your sales policy.