Agents often get confused by insurance sales customers who ask them who the primary purchaser is in their household. This article will show you how to get the answer. This tip will help you increase sales closing ratios 100% accurately.
Insurance strategies often cover complex topics such as getting preferred responses to consumer objections. Every time I was involved in an appointment with a couple, it was my first instinct to want to know who made the purchase. This is crucial. This is crucial.
You might be interested in this top-selling tip. This is an indirect question. Your prospects will not know you asked it.
Let me ask you a question. “I was wondering who sent the invitation to have a discussion when it arrived in the mail. You could also ask, bolder, but just as exact, “Who receives the mail at your house?”
This question is necessary because in every home, there is one person who is responsible for the mail. This person is responsible for deciding what mail is inspected, which pieces are pounded, and which offers are filed for further evaluation. As I was looking through the mail last week, I saw a timber company that was interested in purchasing certain hardwood trees. Given that we have 55 acres, I decided to call the company to get some large trees removed and to receive a few dollars for my efforts. When I asked my bride about the location of this piece, she informed me that it didn’t seem to be important and suggested I pitch it. This clearly illustrates who decides what mail goes to my house.
A recent article confirmed the belief that the mail-handler is also responsible for paying the bills and doing the principal shopping. This main consumer receives an even greater share of the check writing and chief impulse buyer duties. Don’t assume that you know the answer. In my time selling insurance, I often assumed that it was the woman. I was correct the majority of the times. To be certain, I had to ask the above question.
A professional insurance salesperson knows that an insurance sale can only be initiated when two people confirm there is an emotional need. This is what sets the pros apart from the rookies. This is what makes the sale go through. Agents must realize that an emotional need to purchase must be tied to a desire to buy immediately. The experienced agent is not likely to be questioned about sales. Target marketing is the decision maker.
Ask the questions and look for clues. I checked immediately to see if any coupons were stacked up before entering a house. If there weren’t, I asked the most important question that would tip me off to the buyer. I asked the decision maker about their favorite hobby and he or she gave me simple compliments.
I then write down the top three insurance benefits for most clients. The yellow pad is then reversed. I then tilt it often at my wife and ask her to list the greatest benefit. I modify my presentation completely. When I offer life insurance, I don’t ask the husband about the amount and protection requirements. Instead, I often direct my selling points towards the spouse who is making the decision. I ask her how much money she would need to cover her husband’s death and what it would be used for. I also ask her about medical insurance. She tells me if she has enough cash assets to pay for the treatments. Next, I ask her how she feels about insurance that will pay the medical bills.
When the husband questions me about why I’m directing my attention so heavily towards the wife, I ask him, “Would it be okay if you could also help me with this?” If he answers “yes”, I simply sank the baited hook into his chest to make the sale.
Looking at my wife closely, I ask her if the custom or basic plan would be more suitable for you. As a final step, I ask the spouse if they prefer to pay every three months or annually. To achieve a closing average of 65% to 90%, you must first be 100% certain who the decision maker is. Once you have established who is the decision maker, fine tune your presentation to meet their needs and ability to manage the budget and write checks. Additional tip: The husband will often select a premium plan with a lower cost than the wife.
I was going to share only one tip for accurately identifying the key consumer decision-maker. Instead, I decided to give you a bunch of tips for improving your closing ratio.
