Why They’re Not
Buying Insurance
Overcoming common objections
in the sales process
© 2013 QQ Solutions, Inc. All rights re...
Customers have different reasons for buying – or not
buying – insurance. If you’ve worked in the insurance
industry long e...
In a fluctuating economy, it’s difficult for some prospects
to commit to another monthly payment. How do you
respond to a ...
When a certain type of insurance, like car insurance, is
mandatory by law, it’s easy to explain to prospects why they
need...
The more you can educate prospects about your product, with
specific examples that are relevant to them, the more likely t...
By utilizing an agency management system, such as
QQ Catalyst, you’ll have access to prospects’ X-dates on existing
polici...
If you’ve already gotten over the first hurdle of turning a lead into a
customer, the next challenge becomes maintaining a...
The greatest difference between a customer and a prospect is that
one understands the product and why it’s valuable and th...
About QQ Solutions
QQ Solutions is one of the largest providers of insurance agency
management systems nationwide.
-More t...
Take Your Agency From
Good to Great!
QQ Solutions develops agency management systems and
other automation solutions that d...
Connect With Us!
Read our agency management blog for tips on marketing, sales, client
relations, and much more.
Join the c...
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Why They're Not Buying Insurance

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Overcoming common objections in the sales process.

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Why They're Not Buying Insurance

  1. 1. Why They’re Not Buying Insurance Overcoming common objections in the sales process © 2013 QQ Solutions, Inc. All rights reserved. QQSolutions.com | 800.940.6600
  2. 2. Customers have different reasons for buying – or not buying – insurance. If you’ve worked in the insurance industry long enough, you’ve likely heard it all. Some prospects may say they can’t afford it. Others may say that it’s not something they need right now. In order to turn an objection into a sale, you have to be prepared for what they might say … and how you will respond. Reasons Why They Don’t Buy © 2013 QQ Solutions, Inc. All rights reserved. QQSolutions.com | 800.940.6600
  3. 3. In a fluctuating economy, it’s difficult for some prospects to commit to another monthly payment. How do you respond to a prospect who says that they don’t have the money in their budget? Help them understand that – in the long-run – it will cost them more not to have insurance. Prepare statistics and figures about how much an emergency could cost without insurance, and talk them through those numbers during your sales pitch. Reason No. 1: No Room in the Budget © 2013 QQ Solutions, Inc. All rights reserved. QQSolutions.com | 800.940.6600
  4. 4. When a certain type of insurance, like car insurance, is mandatory by law, it’s easy to explain to prospects why they need it. For insurance that’s optional, consider preparing a list of questions to ask prospects that will help you identify what types of coverage they really need, even if they don’t know it yet. Based on their answers, provide them with real-life scenarios of when and why they might need insurance. Reason No. 2: No Need for Insurance © 2013 QQ Solutions, Inc. All rights reserved. QQSolutions.com | 800.940.6600
  5. 5. The more you can educate prospects about your product, with specific examples that are relevant to them, the more likely they’ll be to invest in it. Tell prospects about the benefits of your product, but avoid: • Insurance jargon. • Making generic recommendations. • Using “fluffy” language. (Example: “We’re the best choice.” But why are you superior to your competitors?) • Being overly pushy. If you’re rushing to close the deal, prospects will feel as though you’ve missed the mark. Reason No 3: Lack of Knowledge © 2013 QQ Solutions, Inc. All rights reserved. QQSolutions.com | 800.940.6600
  6. 6. By utilizing an agency management system, such as QQ Catalyst, you’ll have access to prospects’ X-dates on existing policies with other insurance providers. You can use this information to find new leads and then contact them. Before you reach out, prepare: • A list of the key differentiators that set your agency apart from your competitor (i.e. their current insurance provider). - These could include: price, benefits, customer service, years of experience, types of coverages available, flexibility of terms. Reason No. 4: Relationship With Another Agency © 2013 QQ Solutions, Inc. All rights reserved. QQSolutions.com | 800.940.6600
  7. 7. If you’ve already gotten over the first hurdle of turning a lead into a customer, the next challenge becomes maintaining and growing the account. Using the cross-selling report available in Catalyst, you can find opportunities to sell existing clients into other insurance lines. A common objection you may hear when trying to cross-sell is that clients don’t have the additional money to spend. In this case: • Look for additional discounts that might apply to the customer, based on the information you already know about them. • Check to see if your agency offers discounted rates to customers who invest in multiple insurance lines. Cross-Selling to Existing Customers © 2013 QQ Solutions, Inc. All rights reserved. QQSolutions.com | 800.940.6600
  8. 8. The greatest difference between a customer and a prospect is that one understands the product and why it’s valuable and the other doesn’t … yet. Do your part to educate prospects by: 1. Asking the right questions, 2. Listening to their answers, 3. Educating them on the benefits, 4. Making coverage recommendations based on all of the above. If you tailor your recommended coverages to their needs, you’ll be much more likely to have a sales pitch that ends in a signature versus a shutdown. Closing the Deal © 2013 QQ Solutions, Inc. All rights reserved. QQSolutions.com | 800.940.6600
  9. 9. About QQ Solutions QQ Solutions is one of the largest providers of insurance agency management systems nationwide. -More than 4,600 insurance agency customers -More than 22,000 users -25 years in business Our mission is to help independent insurance agencies compete in the digital world, by leveraging Web technology, social media, Internet marketing and real-time services. © 2013 QQ Solutions, Inc. All rights reserved. QQSolutions.com | 800.940.6600
  10. 10. Take Your Agency From Good to Great! QQ Solutions develops agency management systems and other automation solutions that do the heavy-lifting for you – letting you focus on helping your clients and growing your business. • QQ Catalyst – The latest in agency management systems, Catalyst is an innovative game changer that everyone in your office will love to use. • QQ WebRater – Get real-time auto insurance rates, fast and easy. © 2013 QQ Solutions, Inc. All rights reserved. QQSolutions.com | 800.940.6600
  11. 11. Connect With Us! Read our agency management blog for tips on marketing, sales, client relations, and much more. Join the conversation about insurance sales and agency management systems on our QQ Solutions Facebook page. Follow QQ Solutions on Twitter to get the latest updates about our products. Connect with QQ Solutions on LinkedIn as a business contact and follow us for career opportunities. Circle QQ Solutions on Google+ for images, news updates, and more. Watch the QQ Solutions YouTube channel for tutorials and demos. © 2013 QQ Solutions, Inc. All rights reserved. QQSolutions.com | 800.940.6600

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