If you’ve been in sales for more than five minutes, you already know this truth:
Prospects rarely say “yes” right away.

They hesitate.
They stall.
They say, “I need to think about it.”

But here’s what separates the average producer from the elite closers:
They know how to turn objections into opportunities.

In this post, we’ll break down 10 of the most common objections you’ll ever face — and the proven, field-tested ways to handle them like a pro.

1. “I need to think about it.”

Ah, the king of all objections.

When someone says this, they’re usually not thinking — they’re stalling.

The key? Don’t fight them. Agree first.

“I totally understand, John. Most people who say they need to think about it usually fall into one of two categories — either they don’t fully trust me yet, or they don’t fully understand what they’re agreeing to. Which one do you think it is?”

That one question disarms them — and gets them talking again. Once you know the real concern, you can close with confidence.

2. “I need to talk to my spouse.”

Perfect. That’s your cue to reset the appointment.

“Absolutely — when’s a good time we can all talk together?”

Never fight the spouse objection. You’ll lose trust. Bring them into the conversation, not around it.

3. “I can’t afford it.”

This one separates the rookies from the pros.

Because when someone says they can’t afford it, what they often mean is: They don’t see the value yet.

You can say:

“I totally get it. But let me ask you — if an unexpected bill hit next month, would you be able to afford that 20% out of pocket? That’s what we’re protecting you from.”

If they truly can’t afford it, pivot down to a smaller plan. Something is always better than nothing.

4. “I just want to keep what I have.”

This is where your confidence and product knowledge shine.

“I get that, Mrs. Jones. The only thing I’d like you to see is that the plan I’m showing you is literally the exact same coverage — but it’ll save you about $400 to $500 a year. And you won’t lose a single benefit.”

Reassure them. Make the switch sound simple. Then ask:

“What would you do with an extra $500 a year?”

Get them emotionally visualizing the benefit.

5. “I don’t have time.”

You’re not asking for hours — you’re asking for minutes.

“Totally understand, John. Give me two minutes — that’s all I need to see if I can even help you.”

Time objections are smokescreens. Shrink your ask, not your value.

6. “I already have an agent.”

No problem — that’s an open door to differentiate yourself.

“That’s great! How often do you hear from them? Do they reach out every year with updates and plan changes?”

If they haven’t heard from their agent, position yourself as the lifetime service professional.

“You deserve an agent who checks in every year — not just one who showed up once.”

7. “I don’t remember (the marketing).”

This one can throw agents off balance fast — especially when the prospect says:

“I don’t remember filling that out,”
“I don’t remember the phone call,”
or “I don’t remember mailing you anything.”

It’s a tough one — but manageable if you stay calm and confident.

If you’re working direct mail leads, one great move is to send them a photo of the card they filled out.

“Hey John, is this phone we’re talking on a cell phone that can receive texts? I just want to send you a picture of the card I have here so you can verify it’s yours. I want to make sure no one was forging your information.”

That quick move builds trust, authenticity, and curiosity.

8. “Can you send me something?”

Here’s the truth — if you send them something, it’s over.

Instead, say:

“I could, but since I don’t know your exact situation yet, I wouldn’t even know what to send. Let’s spend a couple of minutes so I can make sure you get the right information.”

That keeps the door open and moves the conversation forward.

9. “I want to work with someone local.”

That one’s easy.

“Totally understand. But here’s the funny thing — even most local agents do everything over the phone these days. The important thing isn’t where your agent is, but how well they serve you. And my team provides lifetime support — wherever you are.”

Local means accessible, not geographical.

10. “Who are you with?”

This one can catch even experienced agents off guard — but it’s a golden opportunity to build instant trust.

When someone asks this, they’re really saying, “Can I trust you?”

Here’s how you answer confidently:

“John, I’m with a company called Everything Senior Insurance. We’re a local organization that works with Medicare beneficiaries like you, comparing plans and finding ways to save money while keeping the same great coverage.

We offer free, no-obligation consultations and provide lifetime customer service — even helping with claims or billing issues. I like to tell my clients I eat, sleep, and breathe Medicare — because that’s all I do.”

If the client still seems uncertain, show proof.

“If you’d like, we can look me up together on the state Department of Insurance website right now. You’ll see my license and credentials listed there.”

Confidence and clarity win this objection every time.

💡 Final Thought

Great closers aren’t born. They’re built — through practice, persistence, and preparation.

Every objection you face is an opportunity to grow sharper, faster, and better at your craft.

Because the truth is, the more confident you become at handling objections, the more clients you’ll help — and the more income you’ll earn.

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