Insurance Sales Strategies… The Two Key Principles of Selling Value!

IPS Success Tips... Insurance Sales Strategies... The Two Key Principles of Value Selling!

Most agents and advisors know the difference between price and value. However, the challenge they face is how to ‘Sell The Value’ of their products and services to their prospects. If you can’t do this and your insurance sales strategies are sold based on price… then you will set yourself up for a lot of failures!

Regardless of whether you are new to sales or are a sales veteran, you must incorporate value-added selling into your insurance sales strategies toolkit. Start by looking at the two key principles behind every value-added selling and insurance sales strategy.

Look at value from the customer’s perspective…

This is the most important insurance sales strategy. Because you cannot apply the other insurance sales strategies if you do not or cannot identify what the client values. A product or service has value only when the client perceives it to be so. This may sound like common sense, but surprisingly, it is not common practice.

What are the key skills you need to implement this insurance sales strategy – value-added selling? The ability to ask good questions, what is called ‘value creation questions,’ are the essential first step in your value-added selling strategy.

Insurance Sales Strategy… Quantify Your Value Selling Proposition

The first of the two principles of selling value is to communicate your ‘value proposition’ as persuasively as possible.

One guideline that will help you to do this is to use specific, quantifiable ‘benefits’ that the customer will appreciate, such as reduced taxes, elimination of debts, tax-free income for retirement, and so on.

An example… Which of these is most persuasive?

“We can show you how to be out of debt within 6 months.”

“How much better off would you be if you were able to pay off all your debts within the next 6 months, and then put those payments away for your retirement?”

“It’s not the answer, it’s the quality of the question.”

Insurance Sales Strategy… How Is Your Value Selling Perceived?

Here is the second of the two principles of selling value. Don Pooley goes on to explain the importance of perceived value.

It’s all about perception.

We are paid less for what we know and do – what we think is our true worth – than we are for our perceived value.

For example, I asked everyone who told me what E-book they’d buy, “What’s the maximum price you’d pay for it?” Answers ranged from $0 to “unlimited”. Most were $100.

But, we’ll lay out over ten times that to attend conferences at distant places (e.g. MDRT meetings) with no idea as to whether anything we hear there will benefit us.

While a book or E-book that we’ve chosen for its relevance may be far more profitable and cost a fraction of a conference.

But we convince ourselves that the MDRT meeting has a greater value that justifies its high cost.

This is not a criticism. We are all like that.

It’s an insight into our nature…. and the nature of clients, and prospects!

Insurance Sales Strategy… How Is Your Value Selling Perceived?

The greater its perceived value, the more we are willing to pay for a product or service.

This relates directly to our earning power. The more your perceived value, the more you can earn.

So the secret to making more money is to increase your perceived value to your prospects and clients.

The operative word is PERCEIVED. They have to see what you are doing for them and be reminded of you, and your value to them frequently.

So, what you are doing to help your clients understand how you benefit them?

And ask yourself if they actually ‘perceive’ it.

Don Pooley CLU, CFP, CHFC, “The Advisor’s Advisor” has shared his marketing know-how with audiences of life-insurance men in all major Canadian cities, London, Australia, Chicago, New York, San Francisco, Hong Kong, and Singapore.

When Will You Apply These Insurance Sales Strategies To Take Your Value Selling To The Top of The Industry?

Starting right now! Do you want to get the best insurance sales skills, questioning, strategies, and fact-finding training to identify what your client values? So, you can sell the value of setting an appointment with you without you pushing or begging? So, you can close 9 out of 10 sales… in the next 30 days?

When Will You Decide To Learn The Insurance Sales Strategies To Selling Value?

How To Close 9 Out Of 10 Insurance Sales - Asking Prospects The Right Questions! So You Set Better Appointments and Close Larger Sales!When will you learn the best consultative selling, insurance sales skills, probing questions, and fact-finding, with the tools, coaching, and back-end sales support you need to help middle-income families? So you can help middle-income families to find the money to spend, save, invest, insure, and plan wisely for the future. So they can Live Debt Free And Truly Wealthy?”

Check out our How To Close ‘9 Out Of 10’™ Insurance Sales Tool Kit! Because you will get 90 days of personal insurance agent sales training, coaching, and mentoring… with back-office sales support! All from a team that has been training agents and advisors for over 40 years on insurance sales strategies to sell value. To create the best insurance prospecting script (ask prospects the right questions) to set the best sales appointments to help middle-income families. So they will earn $250K or more per year selling insurance!

First, we will show you what to say (basic insurance prospecting script) and the probing questions to ask your prospects… So you will set your best insurance sales appointments. Then we will show you the right questions to ask to help middle-income families identify and want to solve their problems. We will also show you how you can help middle-income families to find the money! So that they can take action right now!

Then we will show you the best ways for you to present your life insurance sales strategies and solutions to your families. So that you will close more and larger life insurance and annuity sales in the next 30 days. To be a success closing 9 out of 10 insurance sales like the legends! So you will earn $250K or more per year selling insurance!

Includes Membership to Our Private Site at $29.95 per month after the first month,
And 90 Days of Personal Agent Training, Coaching, Mentoring, and Back-end Sales Support Worth $2,097!

When will you get the best insurance fact-find training, sales strategies, and sales support that you need to help people see the value of your services? So that they will find the money they need to save for a secure future! So, you will double and triple your life insurance sales in as little as 30 days?

The bottom line is you need someone who can look objectively at your situation. So you will discover the value selling and insurance sales strategies that you don’t know… To earn $250K or more per year selling insurance!

When Will You Learn The Insurance Sales Strategies To Selling Value?


When Will You Read Our Full-Length Book? So You Learn How To Really Help Families?

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We urge you to take the time to read our 20 Chapter book… ‘Middle American Family’s Guide To Living Debt Free And Truly Wealthy!” Because we give you complete strategies, on how you can help middle-income families to find the money to spend, save, invest, insure, and plan wisely for a secure future! So that you can help them to “Live Debt Free and Truly Wealthy”! As a result, you will understand our philosophies, concepts, and techniques by the end of the book. And finally, you will know how you can make a real difference by helping your family, friends, clients, and neighbors get rid of their debt. So they can save for retirement. So that they will have a secure financial future! Book Outline – Get A Digital Copy of Our 20 Chapter Book! Only $18.97, Immediate Download, ORDER Now!


Nothing Will Change Until You Make it Change. So It Is Up To You To Learn The Insurance Sales Strategies To Selling Value To Make It Change!

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Recommended By The Members Of The IARFC - Insurance Sales Strategies... The Two Key Principles of Selling Value!

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