I am writing this thread because I noticed this objection is one of the most hard to talk about objections out there. This objection is hard to smoke out, because it's one that most will not admit.
A prospect will admit if they have no money, don't trust the product, etc, but many will not admit to this objection.
It is kinda like the invincible man argument. "This will never affect me, so I can put this off" line of thinking. One way to deal with this line of thinking is to highlight how it affects OTHER people, as illustrated in this neuromarketing article I have previously listed on this forum, How to Sell to Customers Who Think They Are Invulnerable | Neuromarketing.
So how does an insurance agent get past this objection? You could create value, but sometimes its not enough to overcome laziness or an inflated sense of invulnerability. Basically you have to light a fire under someone's ass to get them going. This can be perceived as being pushy or acting aggressive. Many agents will tell you that these people aren't worth it to combat, but in a situation where you have driven out to see someone, or dedicated a portion of your time to meet with someone that is not quite on board, how do you not attempt to "nudge" the prospect?
Sometimes prospects need a little nudging, definitely not up front on a cold call or door knock, but for those that allowed you to get a little further in the sales cycle.
How do you nudge a prospect who inside their mind is thinking, "it will be just easier to do nothing for the time being"? I think this could be a good conversation, and isn't really limited to any particular line of insurance.
A prospect will admit if they have no money, don't trust the product, etc, but many will not admit to this objection.
It is kinda like the invincible man argument. "This will never affect me, so I can put this off" line of thinking. One way to deal with this line of thinking is to highlight how it affects OTHER people, as illustrated in this neuromarketing article I have previously listed on this forum, How to Sell to Customers Who Think They Are Invulnerable | Neuromarketing.
So how does an insurance agent get past this objection? You could create value, but sometimes its not enough to overcome laziness or an inflated sense of invulnerability. Basically you have to light a fire under someone's ass to get them going. This can be perceived as being pushy or acting aggressive. Many agents will tell you that these people aren't worth it to combat, but in a situation where you have driven out to see someone, or dedicated a portion of your time to meet with someone that is not quite on board, how do you not attempt to "nudge" the prospect?
Sometimes prospects need a little nudging, definitely not up front on a cold call or door knock, but for those that allowed you to get a little further in the sales cycle.
How do you nudge a prospect who inside their mind is thinking, "it will be just easier to do nothing for the time being"? I think this could be a good conversation, and isn't really limited to any particular line of insurance.