Insurance Sales Skills Tip… Help Clients Find The Real Reason To Buy Insurance!
There is no question, among the very best producers, that clients buy insurance for their own reasons… and not for yours! So, our best insurance sales skills tip for you is to realize your client’s reason to buy insurance… may have very little to do with the reasons why you think your clients should buy insurance!
The actual truth is… clients buy insurance for two reasons only. And they are always the same two reasons. So, if you want to make an insurance sale. Then you must satisfy both of these reasons why clients buy insurance. You can ignore either of these reasons at your own risk.
Those two reasons are…
- The client’s REAL reason for them to buy insurance.
- The client’s RIGHT reason for them to buy insurance.
Understanding This Insurance Sales Skills Tip!
First of all the REAL reason for clients to buy insurance is always emotional. It is always about you satisfying their wants. (Hope, desire, and expectation). It is always about benefits. And, it is always about the fulfillment of their hopes, desires, and expectations.
Then their RIGHT reason for clients to buy insurance is always logical and objective. It’s always about their needs. It is always about the features. They are the reasons why the client’s real reason to buy insurance will be met. It is always about the satisfaction of their logical needs.
Needs are what define markets! But remember your clients are human beings. They are intensely emotional, which is why their REAL reasons for clients to buy insurance… are always first in order of priority.
To put it another way “People Buy Based On Emotions. And They Justify Their Decision To Buy Based On Logic!”
The mistake most agents make is trying to sell insurance based on logic. You must ask questions to get people emotionally involved and to get your clients to buy insurance.
Applying This Insurance Sales Skills Tip!
Neil Rackham, the author of SPIN Selling, says; people decide to buy when… “The pain of the problem and desire for a solution has been built to the point where they are greater than the cost of the solution.”
As crazy as it sounds, the most successful insurance salespeople are the ones that ask the most who, what, where, when, why, and how questions. But, not just any questions. But smart questions are asked systematically. Then when they have the answers to their questions, they will have a better insight into the buyer’s world. And then they will have earned the right to help them with a solution!
When you can help your clients to get what they want! With the realization that they really need it! Then you are well on your way to becoming a top producer. And you will be the trusted advisor that people will want to see.
When will you decide to use this insurance sales skill tip and learn the questions you need to get your clients emotionally involved? So your clients will have the real and right reasons to find the money to buy insurance!
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Nothing Will Change Until You Make it Change. So It Is Up To You To Learn The Best Insurance Sales Skills Tip On How To Help Your Clients To Buy!
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