A good income for insurance agents comes from having excellent sales skills and interpersonal abilities. A professional who earns a good income also has adaptive selling skills. It is possible to ask yourself why you didn’t get a sale. You could also consider how important it is to be adaptive in order to produce sales consistently. Your goal as a salesperson is to always create more insurance production.
As a career trainee in insurance, you will be required to memorize word-for-word a sales presentation the company has used for generations. You will also need a jumbo pictorial presentation book. You now need to go through what is called a “show and tell” presentation. Prospects don’t like a “one-size fits all” showbook or a presentation that doesn’t flow as naturally as you would talk. Start the presentation.
Three skills are required to make sales-oriented presentations. Your career office cannot teach these skills. Your fellow salespeople often forget their importance.
Sales Skills These tips and tricks are essential to your success. Some can only be learned through trial and error. You can learn many of these skills by repeating them over and over again. You can master many others by learning from other insurance professionals. You can learn more sales skills once you have acquired one. Selling skills can be a long-lasting career building process.
Personal Skills You can learn these on your own. Three of the most important are confidence, motivation, or inspiration. You can improve your skills with very little effort and money by reading self-improvement books. Your clients will see through you. Without these skills, few sales can be made.
Adaptive Skill There’s two types of adaptive skills you must master. Every client is different and each one will have different needs. Every prospect to whom you propose selling insurance must be able to adapt to your personality. Your presentation should be able to grab the prospect’s attention. This is your second adaptive skill. You then take control and the prospect will buy from you, instead of you selling them.
Adapting to You Personally I will share this personal example. I felt uncomfortable on my first meeting with senior couples. I was wearing a business suit and a large briefcase containing tons of product information. The temperature was blazing at 85% when I entered the house. I was overdressed and packed. It was also a bit easy to feel relaxed every time an elderly person spit out his handy tin can of tobacco juice. I quickly got into a set presentation, and shortly after that I was gone without making a sale.
You may need to adjust your attire depending on who your clients are. They will do business with people who are more like them. You must adapt your presentation style. You must present the relationship scene you desire before the presentation. This means prospects must feel that you are trustworthy and like you. Seniors should be able to tell you about their hobbies and collections. Talk to them about their favorite piece. You can even take a photo of them showing off their prized possession. Ask any prospect what their most proud of.. Most will not take it as an irritation. Instead, it is personal adaptation to them that wins them over.
How to adapt your presentation It is easy to develop adaptive selling skills once you have a good understanding of the reasons behind it. Your first presentation, which you remember from high school, was supposed to be all-purpose but served no purpose. You must adapt your presentation for the specific situation.
The Emotional Need to Adapt Every person has six distinct emotions. They will only buy if you present the benefits that they require to address the emotion. Too many insurance salespeople just talk about every benefit that their insurance can provide. To keep the salesperson’s attention from getting bogged down, the prospect will start to raise objections. Fear and greed are the two most common emotions in insurance sales.
You must find out what your prospect is feeling right from the beginning. Are they afraid or worried that they won’t be able pay their debts if they get sick or die? Or, could it be a desire to build wealth and security through the growth of their nest egg? You should never assume that there is a direct correlation. Your prospect doesn’t believe so. Once you have identified the problem, your entire presentation can be adapted. Three to four reasons are sufficient for the client to understand how insurance products can help solve their problem.
Next, adapt your presentation to each product. Instead of listing a product line, choose two to three products. You will feel confident and authoritative once you have learned enough about them. Only focus your prospecting on people who are interested in these products. Reduce your presentation materials to a yellow pad and a folder for each product. The overnight bag can be left in the car, where it can be stored as a storage container. You can now create a separate presentation using the materials that you have brought in to a prospect’s home. This will make it easy for you and your prospects to feel more at ease.
Six adaptable presentations can be made on the spot to address emotions and insurance products. Many parts can be interchangeable. You will use the same key phrases and selling techniques every time. You can now present in half the time it used to, which results in a higher production of insurance.