Objection cheat sheet: 12 objections and how to answer them
That is too expensive.
- Why the client says it
- The client compares the price with what is visible today, while the benefit of cover only shows when something goes wrong.
- Recommended approach
- Ask what they compare it with. Return to the need the client described and show what the premium covers and what it does not. Offer to adjust the scope openly instead of hiding the trade-offs.
- Bad reaction to avoid
- “Everyone says that, for what you get it is really cheap.” The concern is brushed aside without comparing needs.
I need to think about it.
- Why the client says it
- Often it is not a refusal but uncertainty: the client does not see the benefit clearly, fears a wrong decision or does not want to say no directly.
- Recommended approach
- Acknowledge the wish for time and ask what exactly they want to think over. Agree a concrete next step with a date, so the pause has a purpose.
- Bad reaction to avoid
- “What is there to think about? The offer is only valid today.” Pressure and an invented deadline destroy trust.
Just send it to me by e-mail.
- Why the client says it
- It can be a polite way to end the call, or a real wish to read at their own pace.
- Recommended approach
- Agree, but first ask one question about what they would like to see, so that the material is relevant. Confirm the address, say what you will send and when you will check back.
- Bad reaction to avoid
- Sending a generic brochure without a follow-up, or sending nothing until the client agrees to a meeting.
I already have my own advisor.
- Why the client says it
- Loyalty to a person the client trusts, and no visible reason to change.
- Recommended approach
- Respect the relationship. Do not criticise the other advisor, ask what they value in the cooperation and offer a second look at a specific topic only if the client wants one.
- Bad reaction to avoid
- “Your advisor surely did not tell you everything.” Disparaging a colleague.
I do not have time right now.
- Why the client says it
- The call came at a bad moment, or the client expects a long conversation.
- Recommended approach
- Acknowledge it, say how long you need and offer two concrete times. Keep your promise about the length.
- Bad reaction to avoid
- “It will only take a minute” and then talking for twenty.
I do not trust pension savings.
- Why the client says it
- Frequent changes to the pension system and negative news create general distrust.
- Recommended approach
- Acknowledge the uncertainty. Explain factually how the product works: contributions, state contribution and tax treatment under the current rules, the conditions for withdrawal and the fact that rules can change. Point to the official terms.
- Bad reaction to avoid
- “You certainly cannot live on a state pension.” Predictions and promised returns.
I have insurance through my employer or bank.
- Why the client says it
- Group or bundled cover feels like a complete solution, and the client may not know its limits.
- Recommended approach
- Ask what exactly it covers, up to what amount and what happens when they change jobs or repay the loan. Offer to compare it with the client's needs without assuming in advance that it is inadequate.
- Bad reaction to avoid
- “Group insurance is worthless.” Generalising without reading the terms.
I am not interested.
- Why the client says it
- On an unexpected call this is usually a reflex to the interruption, not a considered decision.
- Recommended approach
- Stay calm, say thank you and in one sentence explain why you are calling and what is in it for the client. Ask one light question or offer a short follow-up. Accept a clear no and end the call; if the client does not want further calls, record it and do not call again.
- Bad reaction to avoid
- Repeating the pitch louder or arguing. A second push after a clear no.
Call me later, maybe in half a year.
- Why the client says it
- Postponing is a way to avoid a decision, but sometimes the timing really is wrong.
- Recommended approach
- Ask what will be different in half a year and whether anything specific blocks the client now. If the reason is genuine, agree an exact date and the reason for the next contact.
- Bad reaction to avoid
- Accepting a vague “sometime later” and never following up, or calling every week.
I had a bad experience with an insurer.
- Why the client says it
- A past claim or sales experience left lasting distrust.
- Recommended approach
- Let the client tell the story without interrupting, show that you understood and ask what would have made it right. Explain what you can and cannot influence and how you would support them in a claim.
- Bad reaction to avoid
- Defending the insurer or saying the client was just unlucky.
I will ask my wife or partner first.
- Why the client says it
- It may be a genuinely joint decision, or a polite way out when the client is not convinced.
- Recommended approach
- Respect it and ask what the partner would want to know. Offer a short joint meeting or a summary they can pass on, and agree when you will follow up.
- Bad reaction to avoid
- “Surely you decide that yourself.” Belittling the relationship or pushing for a signature without the partner.
I want to consult someone else before I sign.
- Why the client says it
- A sensible caution with a long-term financial commitment, or a lack of confidence in the proposal.
- Recommended approach
- Support it. Offer the documents and key information, including the pre-contractual information, so the client can compare, and agree when you can answer questions.
- Bad reaction to avoid
- Treating it as an attack or pushing for a signature at the first meeting.
Practise these aloud with an AI client in DIRI AI.