How to Rebuttal the 3 Most Common Final Expense Sales Objections
Are you frustrated by dealing with final expense sales objections at the end of your sales call?
Would you like a foolproof process to overcome the most common sales objections agents like you experience?
If you’re looking for guidance on how to close more final expense deals, you’ve found the right article.
My goal is to give you a time-tested rebuttal-objection script, proven to turn around the 3 most common final expense sales objections.
After reviewing the 3 most common final expense sales objections, I’ll discuss why the scripting process works so well.
Without further ado, let’s begin.
Objection #1: I Can’t Afford It
Here’s how we handle this objection:
Prospect: I can’t afford it.
Agent: That’s fine, Mrs. Prospect. And when you say you can’t afford it, how do you mean?
Prospect: The prices you’re showing me are out of my budget. I need to pay off some bills first before I buy. Can you get back to me in a month?
Agent: So what you’re saying is you are interested in this product but you’re not sure about the price point that I’m showing you as being affordable today. Is that correct?
Agent: Besides that, are there any other problems or concerns that you have beyond price?
Agent: In other words, what you’re telling me, Mrs. Prospect is that if we get you a better price, then you’d be on board and ready to proceed. Is that correct?
Agent: Perfect. So here’s my proposition. Why don’t we start with less coverage. We don’t have to start with the highest price program if your budget is too tight. In fact, the worst policy to have is the one that’s unaffordable! Instead, start with what’s easily affordable. In fact, that’s the only policy you should buy. We can revisit this in 6 to 12 months from now, and see about adding more coverage. Bottom line, some coverage is better than nothing, don’t you agree? And who do you want your beneficiary to be?
Objection #2: Let Me Talk To My Daughter
Prospect: Let me run this by my daughter before we proceed.
Agent: Hey Mrs. Prospect. That’s totally fine. And when you say you need to talk to your daughter about it, how do you mean?
Prospect: Well, when I say I need to talk to my daughter about it and need to make sure that this is something that makes sense, that everybody feels good about it.
Agent: I see. Mrs. Prospect. So besides getting your daughter’s thoughts, is there any other reason that would stop you from proceeding?
Agent: So what you’re saying is that once your daughter is on board with this, you’re good to go about moving forward.
Agent: So here’s my proposition to you, Mrs. Prospect. Bottom line, you don’t have any coverage. Further, you’ve admitted yourself you need coverage in place. And if you have no coverage, then your daughter will carry the burden of the entire funeral bill, isn’t that right? So why wait another moment. Tomorrow is not promised to you, you know. And since we’ve found something that’s affordable, there’s no reason to delay. How do you spell your daughter’s first name?
Objection #3: I Need To Shop The Quote
Prospect: David, this looks good, but let me go ahead and shop around and make sure I’m getting the best price.
Agent: I see Mr. Prospect. So when you say let me shop around, how do you mean?
Prospect: I just think I want to make sure I get the best bang for my buck and make sure I’m getting a policy that’s going to do exactly what I want and be a good deal for me.
Agent: So, what you’re saying is that you want to make sure you get a good deal.
Agent: And is there any other reason that you’re not proceeding forward today besides making sure you get a good price and value?
Agent: Perfect. So here is my proposition. First, I do all the shopping for you. I am a broker that shops the major insurance companies. I represent many companies you’ve heard of like Mutual Of Omaha, Gerber, and many others. What this allows me to do is work for you in getting the best price, not for the company. Bottom line, I have already done the shopping for you and this is the best value I can get you, make sense? Then who do you want as your beneficiary?
Why This Objection Rebuttal Scripting Works
There’s several reasons why this strategy to rebuttal objections works so well:
- How Do You Mean? Asking this question facilitates understanding and is non-threatening. It allows your prospect to answer fully without reservation. This gives the agent the opportunity to explore why they think the way they do, uncovering opportunities to reverse the initial buying resistance.
- Isolating The Objection. Following this script ensures there are no other hang-ups other than the prospect’s singular objection. We do not want to proceed rebuttaling without knowing whether or not there are other issues to address, as well.
- Trial Close. The script allows you to ask for the client’s consent to proceed with purchasing as long as we satisfy her objection.
- Assuming The Close. After every rebuttal explanation, you need to ask a closing question to move into filling out the application. When you ask the closing question (IE, who do you want as your beneficiary?), have your pen in hand (or fingers on your keyboard) with your head down, assuming the client will give you the info to proceed with completing the application.
David Duford owns DavidDuford.com, a virtual insurance agency helping new and experienced agents nationally become top producers. He is the author of 3 best-selling insurance sales and marketing books, including “The Official Guide To Selling Insurance For New Agents, “The Official Guide To Selling Final Expense Insurance,” and “Interviews With Top Producing Insurance Agents.” David is also a YouTube Influencer in insurance sales with nearly 13,000 subscribers and more than 1.5 million total views.
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