This article is for insurance reps wanting to
become better closers ONLY
An insurance sales agent struggles with hours of
prospecting to obtain an interview presentation. An
hour presentation, without a sale and loads of sweat
is common. Details are given how insurance
sales reps can close fast and obtain more sales.
An extremely high amount of insurance reps, have yet
to learn one of their most critical insurance sales
strategy techniques. Since they have an insufficient
number of presentations, there is so much pressure.
They are under financial and confidence strain to
make the sale. This leads to overloading the
prospect with a vast amount of total information.
The longer this continues, the more likely the
prospect is going to start bringing up objections.
If you want to start closing insurance sales
fast, here is the thinking mistake you might be
making. You think that your client need lots of
information about your insurance company, about you,
and of course the product that you are proposing
before making a buying decision. Wrong.
Realize that you have been trained and taught
improperly. What does your prospect want to know?
Ask yourself what you want to know about any product
before you buy.
WHAT IS YOUR PRODUCT GOING TO DO TO BENEFIT
ME?
This simple insurance sales strategy is an easy
technique. After you finish your complimentary
introductory chit-chat, ask your prospect
questions. Start with a question like "Why do you
feel that _______ protection is important to you?"
"Do you feel that this ________ problem should be
solved if it could be done effectively at a
reasonable cost?" "Is it okay if I show you a couple
options that would cover what you feel are important
and what benefits you would receive?"
NOW ANALYZE THE POWER YOU HAVE ACHIEVED
Your prospect is going to buy on an emotion need.
To achieve closing insurance sales fast you cut to
the main reason you are there. You are going to
guide you prospect to help close the gap, but let
your prospect take part in the process. To the
prospect, you are respected because you project
caring about personally solving their individual
needs. They want to feel more secure, happier,
wealthier, or whatever THEIR need is. You have
prepped them to be ready to sell themselves.
YOU DO NOT NEED TO EXPLAIN EVERY POSSIBLE
DETAIL
In my example questions, no time was wasted
explaining who your company is, where the home
office is located and showing a picture of it, how
they are financially rated, and why they are better
by the competition. If you were real, insurance
sales pro the insurance company might be named "Fly
By Night Insurance Company." When you buy a new type
of product, most times it could be named just about
anything. You don't bother to research the company
making the product and its history. Same with every
product ingredient and all the possible ways it
might benefit you. You and your prospects both buy
on emotion. Satisfy that emotion with enough buyer
confidence and a purchase is made.
A PROFESSIONAL'S TIME IS MEANINGFUL.
How many minutes does your doctor spend with you
on your appointment? Questions are asked by the
doctor to get a diagnosis. Then a plan of a couple
options is laid out between the two. This
arrangement emotionally takes care of your needs.
You appointment is often closed with your doctor
writing you a prescription that it going to cost
you, but improve your health. You and your doctor
are in a selling situation. The doctor, you have
confidence in, does not waste tons of time on
information overload. Is the prescription company
history given, how it is rated, and how long has
this product been on the market? No.
Once you have obtained the confidence of your
prospects, do not lose it. Stick only to explaining
how your insurance plan solves the emotions they
care about. Do not get into all the other tons of
good things your product might do.
Time how long your average appointment is taking
Remember the clock is ticking against you. Your
doctor is not going to take an hour pounding out the
history of influenza just to give you a flu shot. If
he or she did, you would start looking elsewhere.
Set your goal on cutting your presentation time down
to at least half if not less. A professional's time
for giving consultation is making the most of each
minute.
Work on your techniques until your presentation is
professional, short, and worthwhile for both you and
your new client. Your closing insurance sales ratio
will start to soar.
