10 Insurance Sales Success Strategies
“If you speak at a sixth-grade level, then even the college professors will understand you.”
5. Pay close attention to what your prospect is and isn’t saying.
Most salespeople are so concerned about what they will say next that they forget that another human is involved in the conversation.
Listen to what they tell you and then ask questions to clarify what the prospect told you.
6. If you’re asked a question, answer it briefly and then move on.
This isn’t about you or your knowledge.
It’s about whether you’re right for them.
7. Find out what they need and want first.
Only after you’ve correctly assessed the needs and wants of your prospect do you mention anything about what you’re offering.
8. Refrain from delivering the three-hour product seminar.
Don’t ramble on about features and benefits that have no bearing on anything your prospect has told you.
Pick a handful of benefits you think could help your prospect’s situation.
And if possible, reiterate the benefits in the prospect’s own words, not yours.
9. Ask the prospect if there are any barriers to them taking the next logical step.
After using the first eight Insurance Sales Success Strategies, you should understand your prospect’s needs and wants.
Knowing and having established a mutual feeling of trust and rapport, you are now ready to bridge the gap between your prospect’s needs and wants and what you’re offering.
10. Invite your prospect to take action.
If you learn and use the previous nine Insurance Sales Success Strategies, you will obliterate the need for any of the “101 closing techniques” you’ve learned, because the ball is now placed on the prospect’s court.
Using a “closing technique” keeps the ball in your court and puts the focus on you, the salesperson.
You don’t want the focus to be on you.
You don’t want prospects to be reminded that they are dealing with a “salesperson.”
You’re not a “salesperson.” You’re a trusted advisor, helping prospects to solve their problems by offering a particular product or service.
Emotions and Action
Do you want to make it easier to set appointments and close more life insurance and annuities sales? Then you must get your prospects emotionally involved.
People buy for many reasons, but they all boil down to avoiding pain or gaining pleasure, which are emotions.
To get people emotionally involved, you must ask open-ended questions, so they will see and understand the dreams, concerns, and problems they have.
The more emotional people are during the sales process, the more likely they are to take action.
Once you know what they want, you need to learn the best insurance sales success strategy: How to help people find the money to take action.
Jeremy B. Nason, RFC, is the co-founder of the Insurance Pro Shop, an insurance marketing and sales resource center, and Found Money Management, a life insurance sales training system aimed financial professionals who work with middle-income families.
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