Objection Handling at the Prospecting Stage: Turning ‘No’ into ‘Tell Me More’

[This article was generated by ChatGPT and has been edited by the Surer team for clarity, readability and context.]

Prospecting as an insurance intermediary in Singapore can sometimes feel like convincing your friends to go on a diet – met with skepticism and a lot of “maybe next time.” But objections aren’t roadblocks; they’re just speed bumps on the way to a sale.

Here’s how to handle the most common objections with finesse (and maybe a little humor).

“I’m not interested”

Translation: “I don’t see the value yet.”

Instead of retreating, ask, “Out of curiosity, what’s your biggest concern about insurance?”

This keeps the conversation going and helps uncover real pain points. Follow up with real-life examples where insurance has been a game-changer. Statistics show that 65% of Singaporeans are underinsured—this could be an opportunity to educate rather than sell immediately.

“I already have insurance”

That’s great! But policies age, and coverage gaps appear.

Try: “That’s a smart move! When was the last time you reviewed your coverage? I’d be happy to do a quick check to see if it still fits your needs.”

Many people assume they’re covered for everything until they find out the hard way that they’re not.

“It’s too expensive”

Instead of debating, reframe: “I completely understand.

Many of my clients felt the same way until they saw how the right plan actually saved them money in the long run. Would you be open to exploring cost-effective options?”

The key here is to provide comparison scenarios, showing how paying a little now can save a lot later.

“I need to think about it”

This often means “I don’t have enough information.”

Try: “I hear you! What’s the biggest thing you’d like to think over? I’d love to help clarify any doubts.” You can also offer to send a quick summary via email so they can review it at their own pace.

Research indicates that 80% of hesitant buyers eventually commit after a well-timed follow-up.

“I don’t trust insurance agents”

Trust takes time. Offer: “That’s fair! My approach is always to provide value first.

Let’s chat, no strings attached, and you can decide if I’m worth trusting.” Another great strategy is to share testimonials from happy clients or case studies that showcase your credibility.

“I’m too busy right now”

Singaporeans are always on the go, and time is precious.

Respond with: “I totally understand! That’s why I make my consultations quick and efficient. How about a 10-minute chat at your convenience?”

Make it easy for them to say yes by offering flexibility, whether it’s a quick phone call or a short meeting at their preferred time.

“I don’t see the need for insurance”

Some people simply don’t believe insurance is necessary – until they do.

Help them visualise real risks with: “I get it! Many people feel that way, but imagine if something unexpected happens. Wouldn’t it be great to have a safety net?” Sharing relatable scenarios, such as medical emergencies or unexpected job loss, can create a shift in their perspective.

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With the right approach, objections become stepping stones to stronger client relationships. Every ‘no’ is just an opportunity for a better conversation. Happy prospecting!