The key to great insurance advice is easy ways to increase sales. One common misconception is that more prospects automatically means more insurance sales. It is easier to disqualify prospects easily, which makes you a closer. This is how it works.
PAIN or Gain Pain and gain are the most powerful emotions when it comes to selling insurance. The old saying “no gain, no pain” is true. You have the option to make a decision in sales immediately, starting with obtaining a sales lead. Which emotion will you focus on? Fear is a major part of most people’s lives. People buy your products to relieve pain and feel better. People want pleasure and avoid pain. They prefer to be comfortable. It’s easier to imagine pain than it is to desire gain.
INTERNATIONAL INSURANCE AGENTS EMOTIONS Learning salespeople are often so afraid of losing a sale that prospects can see their emotions. They will not let go of the salesperson until they are satisfied. Salespeople must feel the need to win and be free from fear of losing it. How many times have you seen a salesperson stop his presentation before even trying to close the deal? They are not like insurance sales professionals who fear disqualifying the prospect at an early stage. The sales representative must exercise extreme discipline when disqualifying a prospect. Salespeople rush to their presentations as a safety net. They don’t know the prospect’s feelings or whether he is motivated. They also don’t ask if the prospect is able to afford the product being offered.
HOW EXPERIENCED INSURED AGENTS DISQUALIFY PROSPECTS. Experienced salespeople don’t like to be slowed down by a large number of buyers. A rookie will try to sell all 12 leads he gets, as well as push for appointments and sales. He will spend all week trying to make one or two sales. If a pro has 12 leads, how much difference does it make if he only makes four sales? PLENTY. He may have called 7 of them and disqualified 5 others, but he only gave 5 presentations. He had plenty of time to prepare for next week and deal with his current sales customers.
STOP SIGNS TELLING You NOT TO PROCEED Before you begin your presentation, you need to observe the prospect and ask questions. These are just a few.
1. You can visit the prospective house and inspect the state of the house. Then, you can decide the price to buy the house up front.
2. If one of the prospects declines to participate in the conversation. You don’t need to say “I’ll call” after I explain the situation to him.
3. You might not have the product they need. You don’t need next day buyers remorse.
4. The prospect may tell you that he is in a hurry and wants to get to the bottom of the deal. You can either stay in total control or you can leave.
5. If your product is suitable, can your prospect purchase right away? If you are unable to walk away with the payment, you don’t have any prospects.
6. What is the prospect’s temperature? If the prospect is not interested, show him lots of interest and leave quickly.
Too many sales training programs stress selling benefits and product features. While this is all well and good, potential buyers first need the salesperson to listen to their problem and then to solve it. The sales rep should ask them what they have done to solve the problem. Is the prospect ready to see your solution? If they are not, congratulations on your ability to disqualify them. You were able to spend more time selling qualified prospects because of your detective work.
It is possible to increase insurance sales by disqualifying prospects. It is not a smart strategy to try to convince non-buyers to purchase.
