A little logic and insight into the human mind can help you overcome objections and close more sales.

People can be illogical when it comes to money. For example, $5 for your morning coffee might seem like a small price to pay to start the day off well but spending $1,825 on coffee every year may seem extravagant – even though they’re actually the same cost.

Many people object to the price of disability insurance even though it provides a good value by protecting a person’s most valuable asset (their paycheck). Price objections often come down to the way the cost is presented. Agents can overcome these objections by presenting the numbers in a way that highlights the value, such as the high-low strategy, which pairs the highest denomination value with the lowest denomination price.

Which sounds better? You can protect your paycheck for $6.50 a day. Or, you can protect your paycheck for $2400. annually. When you break down the big number into the daily cost, it seems more affordable.

Let People Draw Their Own Conclusions

People don’t like to be told what to do, but they love to prove others wrong. In fact, if you tell someone that they need to buy disability insurance, they may instinctively start coming up with ways to try to refute the idea.

So how can you convince people to buy disability insurance without telling them to buy disability insurance? Simple – by asking questions that encourage them to conclude that disability insurance is a good purchase on their own. As a bonus, this method encourages engagement, which is also a helpful persuasion strategy.

Ask them how they would pay their bills if they became too sick or injured for a period of time?

Share some relevant statistics on the likelihood of a disabling injury or sickness that will keep them from working for a period of time.

Use Social Proof

Although people don’t like being told what to do, they do like knowing what other people usually do. People like proven solutions. If everyone else seems to enjoy a restaurant, the food is probably good. If no one else eats there, maybe there’s a good reason.

This concept is called social proof, and you can use it to make more sales. For example, instead of telling your clients that they should buy a retirement protection rider, you might tell them that most of your clients who are trying to catch up on retirement savings are interested in the retirement protection rider. 

Partner with an Expert

We can’t all be experts in everything, but we can share our expertise with each other. When you partner with Source Brokerage, Inc, disability insurance does not have to overwhelming.