A large number of insurance agents have not yet learned one of the most important strategies for selling insurance. They are under pressure because they don’t have enough presentations. They feel under pressure to sell. This can lead to overwhelming the prospect with too much information. This will make it more likely that the prospect will raise objections.
Here are some mistakes you could be making if you want to quickly close insurance sales. Your client needs to know a lot about your company and about you before they make a purchase decision. Wrong. You have been incorrectly trained and taught. What do your prospects want to know about you? Before you make a purchase, ask yourself what information you need about the product.
What is your PRODUCT going to do for me?
This is a simple strategy for selling insurance. Ask your prospect questions after you have finished your free introductional chat. Ask your prospect questions like, “Why do you believe that _____ protection is important?” “Does this _____ problem need to be solved? If so, how much would it cost?” “Is it okay for me to show you two options that would cover the things you consider most important and what benefits you would get?”
NOW, ANALYZE YOUR POWER
A prospect will buy on the basis of an emotional need. You must get to the core of why you are there in order to close insurance sales quickly. Your prospect will be your guide, but you should let them take part in closing the gap. Prospects respect you because you show concern for their individual needs. They desire to feel happier, more secure, richer, and whatever else their needs are. You prepared them to sell themselves.
Do not try to explain every possible detail.
I asked you to explain who your company was, the location of the home office, show a photo, what their financial rating is and why they are better than the competition. If you were a real insurance sales professional, the name of your insurance company could be “Fly By Night Insurance Company.” You can name almost any product when you purchase a new type. It’s not worth your time to find out about the history of the company that made the product. The same applies to every ingredient in a product. It is worth researching all possible benefits. Both you and your prospects buy on emotion. If you can satisfy that emotion and have enough buyer confidence, a purchase will be made.
TIME IS IMPORTANT TO A PROFESSIONAL.
What is the average time your doctor spends with you during an appointment? The doctor will ask questions to determine the diagnosis. A plan is then drawn up between them. This arrangement will take care of all your emotional needs. Your doctor will often write you a prescription, which you will pay but that will improve your health. Your doctor and you are in a selling position. A doctor you trust will not waste time with excessive information overload. What is the history of the prescribing company, how has it been rated and how long have they been in business? No.
Don’t lose their trust once you have gained it. Keep it simple and explain how your insurance plan addresses the emotions they are most concerned about. Don’t get bogged down in all the benefits your product may offer.
Keep track of how long it takes to get an appointment. The clock is ticking. You won’t have to wait for your doctor to go through the history of influenza in order to give you a flu shot. You would look elsewhere if he or she did. Your goal is to reduce the time it takes to present. Making the most of every minute is how professionals spend their time giving consultations. You can improve your presentation until it is short and professional.
