Imagine removing doubt and fear. Imagine your prospect not having any objections. This is how you can achieve your goals in the insurance sales presentation.
Recently, I read an article that attempted to help insurance agents understand the different types of prospects. There were a few tips for dealing with each type of prospect. There are two types of prospects for insurance. The first type is willing, able, and ready to buy. The second is just a suspect who will waste your valuable time. It would be a great help to you to learn how to distinguish buyers from suspects. You will find my proven method here. This is a time-saving method that takes around 15 minutes before the presentation. You will be able to identify who is worth a presentation. You have placed so many factors in your favour that the presentation will be without objection and a closing rate average of 80%.
The bulk of a script will be visible. It will reveal exactly what you should say and why. These five steps will help you master the pre-presentation. These steps are what I refer to as the warm-up, explanation of your purpose and three emotional choices. Finally, you need to take full control.
WARMING UP Take a seat in your car and imagine yourself walking out with an application. After this has been completed, ring the bell. (Prospect replies) “Good, I’m here to talk about your concerns regarding ______ and to determine if there is a solution.” “Is there somewhere I can sit that is comfortable?” Your _______ collection caught my eye immediately. It looks fascinating. Could I ask you for a favor? (Prospect says it’s okay). You ask, “Could I show you your favorite piece of art and bring it with me?” (Prospect receives piece). You ask the prospect, “Why is this piece your favorite and how long have it been?” Encourage prospect to talk. Finally, you ask, “Would you mind taking a picture of yourself and your ______ on my smartphone picture?” (Positive reply}
You could have put a brand new car in your driveway, or a piece of furniture. Or you could be their main hobby. You would then follow the same path. These are the three key selling skills. You started with confidence by visualizing making a sale. The second is likeability. If you show genuine interest in your prospects, they’ll like you. People rarely buy from people they don’t like. The second skill that you required them to learn was to be seated at a table. It is amazing how many insurance salespeople try to present across a large living room.
EXPLANATION of PURPOSE This is the second phase in your pre-insurance sales presentation. This is where you can do something that others don’t do. This will catch your prospect off guard and force them to pay attention to everything you say. You will now explain clearly to your prospect what you plan to do. You can begin by telling your prospect that you don’t consider yourself a salesperson. Instead, please view me as an information provider. “First, I will assess your situation and concerns to determine if you actually need insurance.” “If you don’t have a real need, I will leave as I have many other people to look at.” You can now flip through 50 prospect cards that you have in a rubber banded pile.
Continue to ask, “Does this sound okay with you?” This is usually a buying signal. You could respond with “Sounds good, fine with me, we appreciate that,” or “Yes.” Stop if you get the “I don’t know” response or any other dumb answer. You can reply with “I guess that I made a mistake coming here.” “I’ll be leaving right now so that I can talk to someone else.” If they don’t ask you to stay, then leave. This is something a prospective buyer wouldn’t say, but it would be something a suspect would. You have two additional selling skills that you learned from your real prospects. You act and sound professional. You have just increased their trust in you by 20%
THREE CHOICES This step is essential and so simple to do. Grab a yellow legal-size pad. In large letters, write “Your primary need” on the top. Next, tell your prospects that you are going to list three reasons why they have you here. (Get response). You should write “security” first. This is better than the word fear. The next item you write is “security”, which is better than writing the word fear. You write “accumulate wealth” as the third item. Look at your wife and turn the pad over. Ask her to place a check in front the most important item. Wait for them. Respond with “Thanks for your assistance.”
Look at the sales skills that were executed well. One of the most important is to determine what motivates your prospect to purchase. This knowledge will allow you to achieve a high closing rate. Personal emotional needs are what people buy. Later, your presentation should be focused on the need they have verified. You also got your prospects involved with the buying decision. They feel like you’re working together. To get your prospect to purchase from you, a master selling skill was prepared. (No hard selling).
CONTROL Although you have been in control, now is the time to take it further. You must act like a confident and firm person who is in control. This section should begin with “I am not going waste my time talking about insurance career history, promoting insurance companies, or negatively discussing similar products.” “I am here to help you find out if my products can benefit your business, isn’t it right?” (Prospect responds positively) Continue “Good, I believe you have to know how what we discussed personally benefits you.” “Plus, you have to decide if it is worth the effort.” Does this sound sensible to you? (Affirmative response given)
You have increased your selling skills by asking more questions. Integrity is now yours. Integrity is not something you can sell. You cannot sell integrity. Integrity can only be willingly perceived and instilled into the mind of a prospect. Your openness has nearly made their confidence peak. They will make the right decisions by themselves, but if you encourage them to think ahead, it will be a great help. You’ve eliminated nearly every possible objection.
NAIL IT DONE You have already talked about your product and there is not much left. Now, pound the final nails. Now, say, “I want you to take your time and ensure that the right decision is taken.” “I will therefore present two options that are based on your requirements to fill any gap you may have. The one will have many benefits and provide a complete solution. The other plan has fewer benefits and requires a smaller investment. How does that sound? (Waiting for an affirmative answer).
You can now give them an analogy to help them visualize your professionalism. It might sound like you are hearing a loud noise in your car, and then going to a reliable mechanic. An honest mechanic might tell you that I can fix the immediate problem for less than half of what it costs. But, I noticed a small defective part that could make the problem worse. He will not take your money, but he will abide by whatever you choose. “Is it okay to give you two options and let you choose the best?” (Positive reply)
You have achieved the ultimate in selling skills. Your prospect has committed to buying before you present. It is enough to give a very brief presentation. You can close the presentation by looking at your wife more and then saying these words. “Now, which one of these plans is best for you?” Don’t wait, the discussion is over. It becomes a question of which one. My bet is that the spouse will choose the plan with the greater benefits. (An experienced sales pro tip). It is almost a win-win situation when your prospect has the highest possible opinion of you and has already committed to buying.
My personal closing ratio jumped from a respectable 60% up to an impressive 90% after I created this method. Solid cases often have over 25 years worth of renewals. A competitor agent can almost force your client to cancel the policy they have purchased.
