Overcoming Objections 101: I’ve already gotten this taken care of

In the competitive world of sales, objections are an inevitable part of the process.

One common objection is, “I’ve already gotten this taken care of.” While it may seem like a roadblock, skilled sales agents know how to navigate through such objections effectively.

In this particular circumstance, we’ll discuss strategies to overcome the “I’ve already taken care of this” objection and provide a powerful rebuttal response for insurance sales specifically.

First — Understanding the Objection:

When a potential client states that they’ve already taken care of their insurance needs, it’s essential to approach the situation with empathy and curiosity. Instead of immediately pushing for a sale, acknowledge their proactive approach and show understanding.

Next — Rebuttal Response:

“Perfect. WHAT MOST PEOPLE DO IS send back multiple requestS to COMPARE OPTIONS AND make sure they have the best plan for their family. Is it fair to assume you did the same thing?”

Finally — Breaking Down the Response:

1. Acknowledge Their Proactivity: Begin your response by acknowledging and appreciating their proactive approach to securing insurance. This sets a positive tone and shows that you respect their initiative.
2. Highlight Common Behavior: Use phrases like “WHAT MOST PEOPLE DO IS…” to emphasize that their behavior is in line with what many individuals do when it comes to insurance. This creates a sense of relatability and normalizes the process of exploring multiple options.
3. Emphasize the Importance of Comparison: Highlight the significance of comparing insurance options to ensure they have the best plan for their family. By doing this, you’re not questioning their decision but rather encouraging them to go a step further in securing the most suitable coverage.
4. Seek Confirmation: Ask a confirming question to ensure they indeed took the time to compare options. This not only keeps the conversation engaging but also prompts them to reflect on their decision-making process, and keeps you (the sales agent) in control.
5. Transition to Providing Options: Once you have their confirmation, smoothly transition to the next step — offering additional options. Assure them that you’ll provide the necessary information to help them compare and make an informed decision.

Remember… overcoming objections is not about challenging their decision but offering valuable assistance to ensure they make the best choices for their family’s insurance needs.

And as you continue to perfect your craft, you’ll soon find that objections become a thing of the past.

Looking forward to seeing your success.

Talk soon,
GP