Without the prospect’s commitment and taking action, no sale can be closed. It is easier to close a deal if an agent understands the thinking and behavior that the prospect displays.
It is important that you understand the requirements of these 8 types of insurance prospects:
(a) The procrastinator
Although you have completed the presentation, prospects aren’t ready to commit. They procrastinate. They may be aware of the importance of insurance, but they don’t see the urgency in taking action.
You must find out what their priorities are, highlight the benefits they get, and point out the consequences of not acting. Let them know how insurance products can meet their needs, and the costs of waiting.
(b) The amicable
They value harmony and avoid arguments or fights. They are calm and relaxed, and they can get along well with others. They may not be enthusiastic. It may be difficult to guess if they are interested or not in your presentation.
Involving them in the sales process is a great idea. Ask them for their opinions and feelings about insurance. Ask the right questions to bring up their insurance concerns.
(c) The opinionated
Although they may be knowledgeable about insurance, the opinionated may not know exactly what they are looking for. You should try to understand the reasons they have for choosing insurance products when making recommendations.
It is not a good idea to emphasize unnecessary products. However, you could acknowledge the product they choose and point out how other products can enhance their insurance coverage. This will allow them to make an informed decision.
(d) The shopper
Comparison shopping is a favorite pastime of shoppers. They might compare the products and insurance companies. Research is important to learn about the products offered by different insurance companies. This will satisfy their needs for comparison.
(e) The expressive
They are animated and energetic. They love to talk and can easily lose their focus. To get them to return to the insurance subject, you need to ask the right questions.
Don’t give them too many details and avoid giving them hard facts. Use phrases that are soothing to their ears, such as “trust me”, “it is amazing”, and “you will love” that include “wow!” effect.
(f) The follower
Followers make decisions based on popular preference. A popular product should not be a problem for them. They want to be sure that the product they’re buying is popular.
(g) Skeptics
Skeptics look at things and will take the time to assess what you have to say. It can be hard to sell the skeptics. They fear making a wrong decision.
Skeptics can be curious and eager to answer questions. Answer all questions, even those that they don’t ask. You should be honest about the pros as well as the cons of your product.
Demonstrate professionalism and credibility. When you have skeptical customers, patience is a virtue. Do not pressure them to make a decision. You may need to follow up with them several times before you can close the deal.
(h) The dominant
The dominant want to be in control. They are focused on what they want and won’t waste their time looking around. You will win their business if you present the right information and appear professional.
Don’t be afraid to ask questions when you speak with the dominant. Talk to them about the benefits of their product and the results they will achieve. They don’t like long explanations. When answering their questions, you must be precise.
Understanding the personality and behavior of each prospect will help you to deal effectively with them.
