How To Convert A DI Sales Objection Into A Sales Agreement

By Thomas C.K. Wong

There are myriad objections to buying DI, but the No. 1 reason people don’t buy it is they were never asked to buy.

The common objections to buying disability insurance involve some combination of the following:

• Cost versus benefit.
• The product (it’s too technical or it’s hard to understand).
• The competition.
• No need for or belief in the product.
• Trust.
• Procrastination.
• The application/underwriting process.
• “My spouse works” or “My family will take care of me.”
• The mindset of “I have other sources of income such as group short-term/long-term disability, Social Security, workers’ compensation or personal assets that can help me during the crisis.”

I may have missed a few, but you get the point that there are many objections that can derail the buying decision.

In order to overcome this, I believe it all starts with us — the agents.

Read more in the January 2020 issue of InsuranceNewsNet Magazine.