Managers of insurance sales training try to promote the use of tough spices in their presentations. The best sales presentations are made with just a bit of spice and let the client apply the sugar. Learn how to use this presentation and sales training method effectively.
Your unit manager will insist that you push hard when you begin your training in insurance sales. This is not just for cold calling leads but also for acquiring sales presentations. On the other hand, your prospects have seen thousands of salespeople trying to sell them or get interviews. Prospects don’t like pressure and will push back if they are forced to. This applies regardless of the benefits that the product could bring to them. If they don’t object immediately, they will wait until the end to raise objections.
What about insurance training that doesn’t use the push approach to selling? It is possible you would be interested in learning how to stop selling. A sales presentation that is effective uses the right amount of sugar and spice to get prospects to buy. Continue reading if you find this appealing and you are open to the idea. This was my personal approach to ordinary clients. It was one of my key keys. This helped me achieve a closing ratio of over 90% and become multi-millionaire. All this was possible with middle-class clients.
All things good are made of sugar and spice. This is a saying that you should keep in your memory bank.
EFFECTIVE SALES PRINTATIONS METHOD
It would be great to have the ability to erase all of your insurance sales training. You will be able to throw out all the useless garbage if you are convinced by examples. The first secret is to avoid using yes or no questions unless you are certain the answer will be yes. You might ask questions like “If I could show how much this product can be of value to you today, would you be willing to buy it now?” There are 20 reasons I can come up with to say no. I still feel the need to kick salespeople in the shins when they give me this line. I simply walk away. The second secret to success is not to use pressure. Asking questions is the alternative. This is how I ask my question and get the answer that I want. When I get the answer I want, I congratulate my client like he or she wrote it.
Example 1 It really bothers me that someone ends up in a nursing home. How does it affect you? Prospect replies, “It hurts. My brother was in a state facility for three years before he passed away and received poor care.” You are right. I have spoken to many seniors and forgot how poor the care they get. It is truly a tragedy that they have to spend their days in bed with staff who often ignore them. I wish I had met intelligent people like you who are truly concerned.
Comments 1 I began with spice and set up an emotionally charged scene. It would be a total imbecile for me to answer the question “How does it make you feel?” I took the client’s answer and added sugar and spice. The spice indicates concern for the situation I desired. My sugary taste made me forget their good points. After that, I truly poured the sugar on and congratulated them for being concerned and intelligent. The client now regards me as trustworthy, knowledgeable, and likeable. There are three conditions that must be met before you can offer a prospect your services. They felt more confident working with someone at their level.
Example 2 I believe in life insurance. However, my clients often ask me how much they have, what type and what the cost. “I want to know what you feel about life insurance and how it is paid for. (I want to discover their emotions desire). The typical response was: “We are concerned about making house payments if one dies, but we don’t have much money to spend.” My response. My response was: “I’m glad you are family-oriented and care about what you own.” Here’s what I do for families with tight budgets like yours. I show you a plan that has basic benefits, is affordable, and one that offers more options for a slightly higher price. Do you think it would be okay if I showed you two options, and you choose the best? That question never got a negative response. If this did happen, I would have acted immediately because it meant that the prospect was not sincere.
Comments 2 I began with the spice of life insurance. I added a sweetener by telling them about other people in similar situations. They gave me the emotion I wanted to find. There are many reasons people buy life insurance. If you don’t find the right one, it is difficult to sell. I congratulated them for caring about their families. I made it a pre-sales commitment instead of making money an issue. The pressure was relieved by giving the option of several options. I didn’t ask for any money commitment. Instead, I invited them to the decision-making process. I wasn’t selling, but I was offering them the chance to purchase. I was only a consultant. But, when they agreed to choose the best plan, I was able to close the deal. Secret: The wife will often opt for the more expensive option.
This article will show you how to sell insurance. It is something your manager would never do. Use sugar and spice techniques to develop sales questions. A sales presentation that is effective will result in more sales and higher commissions.