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

Sales hack: Whoever states the objection first wins.

20 May 2026 · 1 min

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Andy Neary teaches salespeople to raise objections before prospects do. Bring up their likely concerns early, frame the discussion, and guide them to solutions. Waiting for them to object later drops your odds of closing the deal.

Chapters

State the objections first. You learned a little bit about this in the last module, but I believe whoever speaks the objections first wins. So what does that mean for you? If you state the objections first, you will make it easier to help the prospect overcome them. So don't wait for the objections to be thrown at you in the proposal. Too late. You're gonna react. There's the odds of you winning a piece of business if the prospect states the objections first is very small. However, if you spend time early in the sales conversations talking about the objections they're going to have, the easier you will make, make it to help them overcome it.