Handling the 6 Most Common Client Objections
← Learning Center / Sales
7 min read
Objection 1: "We already have insurance."
Your existing property policy covers physical damage — but what happens to your revenue when a storm keeps customers away and there's no damage to claim on? That's the gap parametric covers. It's not a replacement; it's the missing piece.
Objection 2: "What if the trigger fires and we're fine?"
That's basis risk — and it's worth naming directly. The probability is low for weather-sensitive businesses, and the alternative is a claims process that could take 90 days. For most businesses, the certainty of payout outweighs the small risk of over-triggering.
Objection 3: "This seems expensive."
What's the cost of 3 days of zero revenue during a hurricane evacuation order? Compare the annual premium to one weather disruption event. For most clients, a single trigger event pays back multiple years of premium.
Objection 4: "We've never had a bad weather event."
Parametric products are also available as multi-year policies. The question isn't whether it's ever happened — it's whether your cash flow can absorb it when it does. What would 10 days of weather closure cost you?
Objection 5: "I need to think about it."
That's fair. While you're thinking, I'll send over the gap analysis so you can see exactly which coverage gaps we identified and what the dollar exposure looks like. That'll make the decision easier.
Objection 6: "My carrier doesn't offer this."
That's exactly why we're having this conversation. Parametric is a specialty market — most standard carriers don't participate. ParaSure connects you to a marketplace of carriers that specialize in this product.
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