Whether getting in the door, gathering underwriting information or presenting final proposals, objections can stop sales efforts cold. How would you respond to a prospect who says, “I'm happy with my agent,” or asks, “Why do you need that information?” What do you tell yourself after a buyer says, “Your price is too high,” or “Who are you?”

Perhaps your prospect researched you or your agency. Something he heard made him uncomfortable and now the buyer objects to your competence. What you do next will either blow life back into the sale or cause the opportunity to expire. To effectively handle any objection, let Objection CPR–confirm, probe, resolve–be your first thought.

Many insurance sales professionals fear, or worse–hate–handling objections. What you tell yourself at the moment you field an objection is critical. Is it something negative: “This is the part of the job I really hate,” or “Oh no! How am I going to answer this?” Do objections make you feel uneasy? Does it show? Is your body language revealing defensiveness? Are you about to “wing it” and hope for the best because you failed to prepare for easily anticipated objections? Could failure to overcome an objection kill the deal?