Learn how to answer these 10 tough sales questions, so you can educate, impress, and convert your leads into policy owners.

As an insurance salesperson, you’re used to asking open-ended questions. However, a game of 21 questions can go both ways, especially in home insurance. Because of the product you’re pitching, expect to get some tough sales questions thrown your way. 

While these questions may test your knowledge and sales skills, they’re also an excellent way to build a relationship. Offer solid, thoughtful answers to these tough sales questions and you’ll also stand out in the hearts and minds of clients as the salesperson who went the extra mile by being a resource. 

Ready to amaze and stun your clients and leads by phone or via a sales webinar? Answer these questions and be the go-to home insurance salesperson of your company. 

Are you ready to answer these tough sales questions?

1. Do I really need home insurance?

People will pose this question in two ways — inquisitively (which is ideal) or rhetorically. Those who ask out of genuine curiosity are easy to satisfy with an answer. However, if you meet someone who asks this question rhetorically, you may need to draw from your negotiation skills. 

To win a lead over, approach this question using statistics that are closer to home — literally. For instance, rather than posing general home damage statistics, present how common disasters are in the area. Do this, and you present yourself as a data-driven salesperson. 

2. If my house burns down, does home insurance cover my stuff?

This question arises due to a misconception of what home insurance covers — the home. Spoiler alert: Home insurance covers personal possessions. That was pretty straightforward, wasn’t it? What makes this question difficult to answer is what comes right after. 

This brings us to the next tough sales question. 

3. How do you determine the value of my possessions?

It’s tough to give a definitive answer to this question. A good place to start would be to fill your client in on the following: 

• Actual cash value (i.e., how much the damaged or lost item was worth)
• Replacement coverage (i.e., depends on the home insurance policy)
• Extended costs of replacing the damaged item or property

Provide some examples using your client’s possessions. This way, they can feel reassured and get a thorough understanding of how the dollar value is determined.

4. I’ve got other people living with me. Does my home insurance policy cover them?

The short answer is “it depends.” 

Of course, the home insurance policy you offer will cover the members of the policyholder’s family. However, for unrelated people within a property, like tenants, coverage will not always be automatic. This is an opportunity for you to detail different policy options and considerations.

5. I know people who bought home insurance from you. Why are their premiums lower?

An easy way to answer this question is by explaining how risk factors determine home insurance policy coverage. You can better account for the variance in premiums by pointing out certain aspects of your client’s home that make it more expensive to insure. Don’t let this one go easily, though. If your prospect doesn’t follow up with the next question, be sure to ask and answer it for them. 

6. How do I lower my premiums?

This is one of those tough sales questions you’ll have to answer based on years of expertise. To sufficiently respond, draw on what you know of your company’s home insurance offerings. From it, you’ll be able to advise the client on: 

• Having safety devices in your home
• Increasing deductibles if possible
• Risk-proofing the home

7. Why doesn’t your policy cover earthquakes and floods?

Clients pose a good question whenever they ask this. After all, isn’t the home one thing that needs to be insured during floods and earthquakes? 

Explain that with the earthquake and flood statistics, companies would put themselves at risk for covering homes during these events. Besides, that’s what earthquake and flood insurance are for. 

8. Can your home insurance cover another property I own?

The answer is “it depends.”

Your company may be able to provide coverage if part of the policy offered is coverage for a second property. However, your client needs to mention any addition or change in the status of the second property (e.g., renting it out). This will warrant a different kind of insurance policy. 

9. Will the coverage be affected if I operate my business from home?

Reassure your client that the home remains insured even if it’s the site of business operations. However, informing the client that inventory coverage has limits will show that you’re proactive and knowledgeable about your product. Pro Tip: This is a perfect opening to discuss options like bundling.

10. Why should I choose your insurance company?

This question stumps many salespersons from various insurance niches outside home insurance. Indeed, home insurance companies will differ little in their offerings. But, whatever your response to this question is, include your company’s main value proposition, whether that’s top-notch customer service, fast claim response, or any other area where you stand out.

Not all tough sales questions come from prospects and customers. One of the most challenging questions you’ll ask yourself is about lead generation. If you’re wondering how to best get access to a pool of clients, we at HBW leads are the answer. 

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Have a chat with us now at HBW Leads and open yourself to more opportunities to sell and close.

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