What Is Objection Handling? Definition

Why it matters

Common objections in insurance include cost, health worries, and wanting to talk to a spouse. Agents learn to ask what is behind the concern and to answer with facts. Responses must stay accurate, since misrepresentation can lead to complaints and loss of license. Families should feel free to say no or to take time. Practice, call reviews, and compliance feedback help agents improve. Epic Life describes practice simulations for objection handling in training.

Source: naic.org

Where we use this term

Your first 90 days as a telesales life insurance agent: a week-by-week ramp

Related terms

Close Rate: Close rate is the share of sales conversations or presentations that end in a sale. It is a narrower measure than conversion rate, which can start at the lead stage.
Call Coaching: Call coaching is feedback on recorded or live sales calls from a manager, trainer, or software tool. The goal is to improve how an agent listens, explains coverage, and handles questions.
Sales Script: A sales script is a written guide for a sales call. It lists key questions, required disclosures, and sample wording so each call covers the same important points.
Misrepresentation: Misrepresentation is a false or misleading statement about a material fact, made by an applicant or by an agent. In insurance, it can affect coverage, claims, and the agent's license.
Needs-Based Selling: Needs-based selling is a sales approach that starts by learning the family's goals, budget, and risks, then matches a product to those needs. The product is chosen after the questions, not before.

All 241 terms

Why it matters

Where we use this term

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