Each insurance agent is familiar with tips and tricks that make closing sales simpler. There are few secrets to avoiding buying objections. Learn how buying objections can hurt closing insurance sales. Learn why buying a large book about the secrets of handling objections can be a wasteful use of your time.
Advanced or trainee insurance agents now rely on closing sales to make a living. There are many approaches to dealing with buying objections. Many agents believe that objections are part and parcel of the selling process. They spend their entire career trying to outsmart prospects whenever they make a sale. Many agents are taught that closing sales is all about turning an objection into a selling advantage. It is not common for agents to be able do this consistently.
In discussing closing sales, I use a more sophisticated approach. It’s very easy. It is very simple. I don’t accept buying objections from prospective clients to stop me making sales. What is my personal opinion of the idea of not stopping if you’ve heard “no” eight time? Here are three thoughts. The first is that the sales person may not be qualified to sell insurance. They should consider a different career. The agent should not be receiving buying objections. They are suspects and not qualified prospects. The agent lacks the personality traits of self-confidence and motivation to adapt, determination, and the ability to walk away with the sale.
How to deal with buying objections
Don’t let them get. Make sure that you have a strong prospect before you set up an appointment. Prospects must be interested in hearing what you have to share and have an emotional need to fulfill an insurance gap. Ask your prospect to admit that they are aware of this before you make a decision. You should know the source of the lead if you have any control.
Read the objections in advance
Most objections to policies fall under the price, indecision, stall, unconvinced, think it through, need it later, want to compare and call you later range. Are you sure you could sell more policies if you never faced these objections? Is it possible to achieve a closing ratio of 80% or 90%? You should read this if you believe that closing sales can be achieved at 80% or 90%. It is important not to treat a lead as if it were gold, and to rush to set up an appointment. Is it certain that you are dealing with a real lead and not just a suspect who looks like you?
Establishing a true leader
There are many insurance agents who think they have a lead and try to convert prospects into customers. An individual who allows you to discuss insurance is not a prospect. This person will not hesitate to voice any objections that could prevent you from making a sale. True leads don’t fear that there is a gap in their coverage and they need to discuss it. Your personality and sales skills will reflect the outcome. If you believe in your beliefs or have a strong week, prospects will be able to feed themselves immediately. A prospect will sense your knowledge and enjoy talking to people who are more knowledgeable than them about the subject matter. The prospect wants to be treated the same as a trusted friend before the presentation starts.
What are the buying objections to
You will soon become a skilled salesperson if you follow the simple tips above. This will make it rare for prospects to object. Find out why a prospect would object. Together , the two of your are working together. You are both working together to find the best way to fill your insurance needs within a budget. You are not buying objections. You are helping the prospect to purchase insurance.
