Always acknowledge, validate, and redirect. The redirect should always be in the form of a question, not a statement. Example: “I completely understand and thank you for telling me that. I have a lot of clients on a fixed income, but I am able to help everyone I meet with. Are there other concerns putting coverage in place?” This method can be used on all sorts of objections.
You can find more objection examples and best way to overcome them in our Objection Handling training document. Also, be sure to attend the weekly sales training to hear common objections and how to handle them. Call schedules, recordings, and links to join, can be found in our Calls and Webinars Page in HQ.