Biggest Mistake Insurance Agents Make Today! Not Asking Enough Questions! And Not Really Listening To The Client!
Dear friends, Below is an article, about how to avoid the biggest mistake insurance agents make. Which reinforces the number one critical point that we have been trying to get across to you. Do you want to succeed in life insurance sales? Then you need to ask enough questions and then really listen to your clients and prospects!
How To Avoid The Biggest Mistake Insurance Agents Make!
Selling may require a variation in the strategies depending on the market and the goods or services being represented. However, the principles of selling remain the same. Because the principles are universal. And the commonalities that are found in the mistakes that are made in the sales profession (and with insurance agents) are also universal. With that understanding in mind, we know that there are many errors and mistakes that show up in the early stages of a sales professional’s (insurance agent’s) career. And there is one mistake that seems to be pervasive in both brand-new and tenured salespeople (insurance agents) alike. Are you ready for it? OK, here you go.
“Shut up and Listen To Your Client!”
Got your attention didn’t it? I know that statement still rattles me a little every time I read it. Which means it is serving its purpose. You see, here is the deal; salespeople, both young and old, are notorious for verbally vomiting on their prospects and customers alike.
Now, most of the time there is great intent around these audible data dumps. We want to be viewed as experts. And we want our prospects and customers to see us as a resource for them. We want them to feel comfortable with us. And often we think that by flexing our intellectual muscles we are creating this comfort level. Yet, for some reason, this just doesn’t create the desired outcome in our meetings and interactions. And we are left sitting in our cars scratching our heads wondering what just happened.
So, what do we do about this? First, we must understand that the sales profession game may be the same. However, the rules today are different. Sales used to be all about providing information. And whoever had the most information won. Today, information is everywhere and customers have access to it 24/7. Listen, we are all carrying supercomputers around in our pockets. So the information is available in abundance. As a result, Sales Professionals must bring something other than information to the table.
You may be thinking that your product or service is unique or proprietary and that your information is still important. I hate to break it to you; you are fooling yourself by thinking that way! Now, I am not saying that you don’t need to know about your products or services. I am also not suggesting that you shouldn’t be an expert in your field. What I am suggesting is that your information or knowledge can’t be your only deliverable! People make buying decisions out of emotion and then they justify the emotional decision with logic.
The Biggest Mistake Insurance Agents Make… Not Asking Enough Questions and Then Really Listening To The Client!
In order to differentiate yourself in the market and outperform your competition. Then you must find a need and then provide a solution to that need. Simple right? It really is. However, you can’t do this if you are the one doing all the talking in a meeting or conversation! To find the need you must first ask great questions and then; yes, you guessed it. Shut up and listen to your client!!
When I say listen, I mean really listen to your client. We refer to this as active listening. This is essentially being an empathetic observer. You are listening to what the other person (your client) is saying both verbally and non-verbally! This is not pretending to listen to your client while formulating what you will say next! That mistake is where so many salespeople (insurance agents) get in trouble! And they begin to fall back to spewing information all over the place.
So you asked a great question, and you actively listened to your client. Now what? Ask another question. Keep asking questions and listening until it is truly clear what your prospects’ or clients’ real need is. [Too] often we take the first answer as the need and we go right into solutions. We want to go for the sale right away and ultimately this can be the death blow to an opportunity. Remember, people buy because of emotion and they justify the decision with logic. You must ask enough questions and listen to your clients until you get to the real emotional need. When you connect to that true need, then you will be able to align the need to your product or service.
In closing, in order to avoid the biggest mistake insurance agents make, simply ask great questions and then actively listen to your client! Rinse and repeat that cycle until the true need is uncovered. And then begin to design a solution for the need. Become a master at asking questions and listening to your client and you will see your close rate and productivity increase exponentially.
From the National Association of Sales Professionals
Avoid The Biggest Mistake Insurance Agents Make…
Not Asking Questions… Not Asking Enough Questions… and Not Really Listening To The Client!
To recap… The rules today are different. Sales used to be all about providing information. However, today most people make their decision to buy based on emotions, and then they justify the emotional decisions with logic.
Today you must find the need and then provide a solution to that need. And to find the need you must first ask questions! Ask great questions and then shut up and listen to the client!
Do you want to avoid the biggest mistake insurance agents make? What training do you need to avoid the mistake most insurance agents are making today?
Learn To Ask Questions! Ask Great Questions! Ask Enough Questions! And Really Listen To Your Client!
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When will you get the tools, training, and support you need to avoid the biggest mistake insurance agents make? Learn to really listen to your client! So, you double and triple your life insurance and annuity sales this year? Don’t make the biggest insurance agent mistake!
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Nothing Will Change Until You Make it Change. When will you learn to ask enough questions and then listen to your client to avoid the biggest mistake insurance agents make?