Three Most Common Objections You'll See on a Sales Call (Insurance)

Whether you are selling auto, home, life, or health coverage, objections are a natural part of the sales process. The good news? Most client concerns are predictable. If you know how to respond, you can turn hesitation into a signed policy.

Objection 1: “It’s too expensive.”

Price objections are the most common in insurance sales. Often, it is not truly about affordability — it is about the prospect not yet seeing the value of your policy compared to the cost.

• How to handle it: Shift the conversation from cost to protection, benefits, and long-term savings. Show how the right coverage can prevent financial hardship in the future.
• Example: “I understand budget is important. Many of our clients find that this policy protects them from expenses that could cost 10 to 20 times more than the premium.”

Objection 2: “I need to think about it.”

This usually means the client is interested but has unresolved concerns. They may want to compare other quotes, consult with a family member, or simply delay making a decision.

• How to handle it: Ask what specifically they are considering. Address their concerns directly and offer to follow up with additional details or a limited-time rate lock.
• Example: “I completely understand. May I ask what factors you’re weighing? I can help make sure you have all the information needed to make a confident choice.”

Objection 3: “I’m happy with my current provider.”

Many prospects already have a policy in place. This does not mean they are unwilling to switch — it means they are comfortable with what they know.

• How to handle it: Respect their loyalty but highlight your competitive advantages. Show how your coverage offers better benefits, lower deductibles, or additional protections at a similar cost.
• Example: “That’s great you have coverage you trust. Many of our clients felt the same before discovering they could get more comprehensive protection without increasing their premium.”

The bottom line for insurance sales

Objections are not deal-breakers — they are opportunities to clarify value and build trust. By anticipating the most common concerns and preparing strong, value-driven responses, you can close more policies and grow your book of business.

Want to improve your close rate and write more policies? Contact us for an insurance sales strategy session.