Insurance selling and overcoming Price Objections

Never argue the difference. The comparative premium differential in an insurance proposal is frequently a matter of perception. The prospect mainly sees the bottom line, while the producer looks at each element that’s incorporated into the offer. So, when you see obvious reasons for the price variance, such as more coverage, higher payrolls and sales, etc., you must fight your instinct to deny that the difference exists. If you speak condescendingly or bicker with the prospect, then any chance for the sale is lost.