Top 10 Insurance Sales Skills, Success Strategies & Asking Questions For Insurance Agents
Top 10 Insurance Sales Skills, Success Strategies, And Asking Questions For Insurance Agents… Over the years there have been lots of surveys about the honesty and ethical conduct of salespeople. As you are probably well aware insurance agents and used car salespeople are ranked at the bottom of the list in these surveys. However, you can change people’s perception of your world, and your community. But, only if you will take a few minutes to learn the top 10 insurance sales skills and sales success strategies that will have your prospects thinking differently about you. And, then you can quickly become the trusted advisor people want to see.
Learn these top 10 insurance sales skills and sales success strategies for Insurance Agents:
- Insurance Sales Skill And Success Strategy... Resist the temptation to talk about yourself.
During the first few minutes, you meet with a prospect, whether it is in an elevator, at your workshop, or in the initial fact-finding meeting! Resist the temptation to talk about yourself, your insurance products, or services. Because No one cares how great you are until they understand how great you think they are! So ask questions to get them to talk about themselves and what they really need and want. Resist the temptation to throw out any “sales pitches” about your product or service. At this point, what could you possibly talk about? You have no idea how or if you can help them!
- Insurance Sales Skill And Success Strategy…”Telling is not selling!”
If you tell the prospect something, then they may or may not believe you. Remember, in their eyes, you are just another insurance agent that wants to make a sale. If you want to sell most of the people you meet with, then you have to get your prospects to “tell themselves” what’s important to them and their families. This means you need to get fascinated with your prospect. Accordingly, you need to ask questions with no hidden agenda or ulterior motives.
- Insurance Sales Skill And Success Strategy… Pretend you’re on a first date with your prospect.
So get curious about your prospect. Ask questions about their dreams, concerns, and problems. The more you get them to talk about their dreams, concerns, and problems the more important they become to them. And then the more they will want help to find a solution. Next ask, what insurance products and services are they already using? How did they happen to choose that product or service? Are they happy? Is it too expensive, not reliable enough? Find out what they really want. If not from you, then perhaps from someone you could recommend.
- Insurance Sales Skill And Success Strategy… Speak to your prospects as you would speak to your family or friends.
This is not the time for you to switch to the “insurance sales mode” with heavy-handed persuasion techniques. Speak normally, like you do when you are around your friends and loved ones. Keep it simple. Do not try to impress people. And, do not use technical jargon. “If you speak at a sixth-grade level, then even the college professors will understand you!“
- Insurance Sales Skill And Success Strategy… Listen… Pay close attention to what your prospect is and isn’t saying.
Most insurance agents are so concerned about what they are going to say next, they forget that there is another human being involved in the conversation. Ask questions and really listen!
- Insurance Sales Skill And Success Strategy… When you’re asked a question, answer it briefly and then move on.
This is not about you or your knowledge! It is about whether you are right for them.
- Insurance Sales Skill And Success Strategy… Access their needs and wants before you talk about what you are offering!
Only after you have asked questions to correctly assess the needs and wants of your prospect do you mention anything about what you are offering. Again, keep it simple. Do not try to impress people. And, do not use technical jargon. “If you speak at a sixth-grade level, then even the college professors will understand you!“
- Insurance Sales Skill And Success Strategy… Refrain from delivering the three-hour product seminar.
Do not ramble on and on about the features and benefits of your insurance product that have no bearing on anything your prospect has told you. Pick a handful of benefits you think could help with your prospect’s particular situation and tell him/her about them. And then if possible, reiterate the benefits in their own words, not yours.
- Insurance Sales Skill And Success Strategy… Ask the prospect if there are any barriers to them taking the next logical step.
After having gone through the first eight steps, then you should have a good understanding of your prospect’s needs and wants in relation to your product or service. Knowing this, and having established a mutual feeling of trust and rapport. So you are now ready to bridge the gap between your prospect’s needs and wants… And then what you are offering. You are now ready to…
- Insurance Sales Skill And Success Strategy… Invite your prospect to take some kind of action.
If you learn and use the previous nine ‘Sales Success Strategies’, then you will obliterate the need for any of the “101 closing techniques” you have learned. Because the ball is now placed on the prospect’s court. Remember, using a “closing technique” keeps the ball in your court. Which puts the focus on you, the insurance agent. You do not want the focus to be on you. Because you do not want the prospect to be reminded that he or she is dealing with a “salesperson.” You are not a “salesperson,” you are a trusted advisor helping them to solve their problems by offering a particular product or service.
The Bottom Line…
All of the above top 10 insurance sales skills and sales success strategies are important. But, if you want more people to buy from you, then you must learn to ask more and the right questions to get them emotionally involved! People buy for many reasons, but they all boil down to avoiding pain or gaining pleasure, which is an emotion. So if you want 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 questions you ask, the more emotionally involved people will be in the sales process. So the more likely they are to take action!
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Message to Financial Advisors…
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