You Can’t Sell Insurance to People Who Don’t Want to be Sold to

But, it is a waste of time and energy to try to do that. If you knew how, you could sell a lot more insurance and do a lot less work. Instead of trying convince someone, focus your efforts only on those who already want what you have.

It’s not that people don’t want their products sold. They’d just reject anyone else because they don’t like what you have to offer. Selling to them is foolish and self-destructive. You do this because you are trying to fill your appointment books with people who will listen to you.

You need to guide your ideal client through a thought process that will make them want to buy, whether you are communicating face-to–face, over the phone, or through print marketing materials. Understanding your market is key to understanding what they are looking for and what they don’t want. You need to ask questions that allow prospects to make small, continuous “yes” decisions with little risk or no risk until they reach the big “yes”.

The first question could be about something they don’t want or like. You can move them on to a question that will lead them to what they want or would prefer if they answer “yes” to the first question. A question might be added to encourage them to consider other benefits of obtaining what they desire.

Next, you will need to ask them a final question to get their permission to speak to them or give them information about what they are looking for. It is important to phrase the question correctly. Let’s take an example: “If I could show you a way for (whatever they really desire), would you be interested to learn more?”

Once you’ve got them interested in learning more, you need to offer a compelling deal to convince them to act. Engage and involve people to buy. This proven method allows you to create an offer that engages them and gets them involved in the “yes” vote.

Let me explain. Did you ever notice that, even in a face to face situation, when someone appeared to be interested in your appointment, they would stall or withdraw from it? This is because if you go directly for the sale, you are actually limiting your chances of insurance sales success.

It is possible to prevent this if your offer is low-risk and high-value. So, it is easy to say “yes” to the offer. You want to build trust and rapport with them by offering the opportunity to deepen your relationship. You might have a report that you can send to them with audio and explanations, or an event that you invite them. The seemingly slow approach will actually help you sell more and get you far more referrals.