Countering objections from insurance customers with solutions tailored to their needs

Einwände von Versicherungskundinnen und -kunden mit bedarfsgerechten Lösungen entkräften
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Total time 50 minutes

In order to be able to advise customers effectively, it is important to be able to decipher customer objections. This e⁠-⁠training therefore teaches how customer objections can be rebutted in a needs-oriented manner using the receipt method. It also explains how exactly the receipt method can be used in customer counselling.


Target group

  • Intermediaries and advisors who are active in the sale of insurance products and employees who assist in brokering or advising on insurance products.

  • Employees who assist in the placement or counselling process

Learning objectives

  • Be able to distinguish objections from pretexts

  • Deciphering objections from insurance customers in order to be able to respond to them in a targeted and needs-oriented manner

  • Respond appropriately to different objections from insurance clients.

  • Understand the objections of clients and offer tailor-made insurance solutions.

  • Reflect frequent customer objections and continuously improve customer advice in the insurance company


Providing clarity
Countering objections
Entrepreneurial thinking
Showing caution
Informing others
Developing strategies
Giving convincing presentations

Authoring tool



Animated illustrative videos
Enacted scenes
Transfer tasks
Key messages
Knowledge Check
Interactive elements
Moderated video lectures
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