Andy NearyI help insurance professionals turn brand awareness into business growth.

Sales Fact: Whoever says the objection first wins. Make sure it’s you.

15 Sept 2025 · 0 min

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Andy Neary advises salespeople to proactively surface common objections—both in discovery meetings and in public content (LinkedIn, email). By naming objections first, a salesperson can learn if prospects hold them and increase the chance of helping prospects overcome them.

If I'm in a discovery meeting, I am going to talk about some of the objections I often hear from prospects. Why? Because I want to know if they're going to throw the same objection at me. But I also know if I speak the objection first, I am giving myself the best chance to help that prospect overcome that objection. Take it a step earlier. I would be using objections in my content that I'm posting on LinkedIn or email. Why? Because if you talk about it first, and you talk about it often, you make it easier for your prospects to overcome those objections.