Consultative Selling Insurance Sales Process – Learn The Best Insurance Sales Questions!
Dear Friends, Get the critical agent training to learn about The Consultative Selling Insurance Sales Process! So you will learn to ask your prospects great insurance sales questions – to set more sales appointments – close more sales – for more repeat sales, and more referrals!
Have you thought about why most insurance agents have trouble setting sales appointments? Why do most agents only close 3 out of 10 insurance sales with the people they meet with? Why do they only earn a small commission on a sale? And why do so many agents struggle with lapsed insurance policies and commission chargebacks? And why do most agents only get a few repeat insurance sales and referrals? It is because they have not learned the Consultative Selling Insurance Sales Process! They have not learned to ask the right insurance sales questions… whenever they meet with people!
Like it or not, the reason most insurance agents struggle is they focus on selling a product. When they should help their insurance prospects to find the best solutions for their problems! As a result, most people see them as just another salesperson who wants to make a sale. When instead people should see them as someone who is there to help them!
Do you want people to see you as someone who is there to help them? Do you want to make it much easier for you to set more sales appointments, and close insurance sales, to get more repeat sales and referrals? Then learn and master the Consultative Selling Insurance Sales Process! And learn to ask great insurance sales questions.
The Consultative Selling Insurance Sales Process is all about the dialogue between the salesperson and the prospect. The word dialogue comes from Greek and means “to learn.” In Consultative Selling, the salesperson learns about the insurance prospect’s needs and wants… BEFORE talking about their products or services.
The consultative selling insurance sales process primarily focuses on the experience that the prospect feels and sees during all of their interactions with you. It is about you finding ways to provide your prospect with real value and making it all about them. It’s NOT about your products, your business, your companies, or about you.
The Phases Of The Consultative Selling Insurance Sales Process
Here is what we feel are the phases of the consultative selling Insurance sales process that you should be following. That is if you want to be more than just an average salesperson. And if you want to set more insurance sales appointments – close more sales – for more repeat sales, and get more referrals! So you will double and triple your insurance sales in the next 60 days!!!
Consultative Selling Insurance Sales Process – The Researching Phase
The first phase of consultative selling involves determining who you want to work with. Then it is finding out what those insurance prospects need and want! So that you can determine the best ways to attract those insurance prospects to you! What are the problems they face now and in the future? How do those insurance prospects prefer to be contacted? What are their email preferences and social media preferences? But most important is… what is the information your insurance prospects are most interested in? Which will tell you what questions they will have? Using all of this information is how you make sure you are attracting the most qualified insurance prospects for your products and services. So you will set more insurance sales appointments – close more sales – for more repeat sales, and more referrals!
The Consultative Selling Insurance Sales Process Is About Asking Sales Questions
Consultative Selling Insurance Sales Process – The Questioning Phase
Now when you speak with your qualified insurance prospects… to set a sales appointment… or during the fact-finding phase… you will want to ask open-ended insurance sales questions. Do not be tempted to assume you know about the insurance prospects’ concerns and the problems they face. And certainly do not assume you know what is best for your insurance prospects! This is a huge mistake! Your main objective is to ask enough insurance sales questions. To get your insurance prospects to tell you exactly what they need and want. So, it now becomes their idea, not yours! As a result, you will build almost immediate trust with your insurance prospects.
You will want to ask insurance sales questions that start with the words Who, What, Where, When, How, and Why! You will also want to avoid questions that start with words like… Do, Are, You, and Can! These types of questions tend to lead to yes or no answers, which is the response you want to avoid!
The first goal of asking insurance sales questions is to discover what the prospect’s goals are. Next, do they have a plan set to reach those goals? Then what are the challenges that stop them from putting the plan into action? And what is their timeline for reaching their goals?
In addition, you need to uncover their budget… where they spend their money. So that you can help them to find the money to implement their plan! You can find all of this information! But only if you do a good thorough fact find and you ask enough of the right insurance sales questions.
Asking enough of the right sales questions during the consultative selling insurance sales process is one of your greatest sales tools!
The Most Important Phase Of The Consultative Selling Insurance Sales Process!
Consultative Selling Insurance Sales Process – The Listening Phase
Unquestionably, the most important part of consultative selling is actually listening to what the insurance prospect is saying. This is what separates the average salesperson, from the great salesperson! Note, that we are talking about active listening, not passive listening. Active listening is when you focus on the person talking! So you are ready to respond, repeat, and ask more insurance sales questions about what they have said. Your objective is to make sure that you and the insurance prospect completely understand what the other is saying.
As you practice active listening, you will need to document everything that the insurance prospect tells you. All of the information you obtain will help you qualify the prospect and then close the insurance sale. You must pay particular attention to their tone, pitch, and level of enthusiasm. Those are the elements that will help you decide what your next move should be.
Consultative Selling Insurance Sales Process – The Teaching Phase
As you actively listen, you should look for opportunities to teach! But note that this is not about teaching your prospect about your product or service! This is about helping your insurance prospect to understand their problems. Then learn how to overcome their challenges, so that you can help your insurance prospects to build a plan to reach their goals.
However, this may or may not involve using your products or services. Your focus should be to help the prospect, no matter what!!!
You must be careful not to give away too much knowledge… or get too technical! Because you will run the risk of confusing and/or overwhelming them. You must balance the knowledge you give, with the insurance sales questions you ask… And the answers you get back from them.
The Consultative Selling Insurance Sales Process Helps You Build A Solid, Trusted Reputation!
Consultative Selling Insurance Sales Process – The Qualifying Phase
During each phase of the consultative selling insurance sales process, you will be qualifying the prospect for your products and services. Now because you did such a good job in the research phase! Almost all of your insurance prospects will qualify for your products and services! However, you will always have a few prospects who will not be a fit for your insurance products and services!
But, keep in mind that an unqualified prospect is just as good as a qualified insurance prospect. Because an unqualified prospect gives you a chance to help, be friendly, and then move on. And if you do a good job, then they will talk to their friends and family about you. This will help you to build a solid, trusted reputation! Don’t try to close unqualified prospects. As it will just hurt them and ruin your reputation in the long run.
Qualified insurance prospects, of course, give you the chance to help, be friendly, and close an insurance sale. So, the sooner you identify a prospect that is not the right fit for your insurance product or service, the better. You want to spend the most of your time and provide the most attention to your qualified insurance prospect.
The Consultative Selling Insurance Sales Process Makes It Easy To Close Insurance Sales!
Consultative Selling Insurance Sales Process – The Closing Phase
You have asked lots of insurance sales questions. They have told you exactly what they need and want. Now you will help them to find the best solutions for their concerns and problems. And then help them to find the money to take action! Accordingly, it should be fairly easy to close the insurance sale.
However, if they stall during the insurance closing phase, it means you did not ask them enough insurance sales questions. You did not dig deep enough into their situation. So at this point in the consultative selling insurance sales process, you need to ask more insurance sales questions.
“If you don’t mind me asking… what’s stopping you from proceeding?”
“What did I miss?”
“What happens if you aren’t able to reach your goal?”
“Now what happens if you can’t execute your plan or overcome your challenges?”
The closing process should feel natural to both you and the prospect.
Because you are closing sales with the insurance prospects that are the right fit for your business. Your retention rate on those new clients will also be high. Plus, you will have much fewer lapsed insurance policies and fewer commission chargebacks.
Additionally, you will start closing more insurance sales and much larger sales! And you will have the opportunity for future repeat insurance sales.
However, the best part is you will finally be getting many more insurance referrals! But only if you stay in touch with them with your Client Newsletter!
Follow these six phases of the Consultative Selling Insurance Sales Process. You will be amazed at what will happen when you ask the right insurance sales questions! You will earn a lot more money while working with fewer insurance prospects! Plus, you will get more repeat sales and insurance referrals to make it even easier!
And, isn’t that what you want? When will you get the training to learn the consultative selling insurance sales process? When will you learn to ask the best insurance sales questions?
Are You Asking Your Clients Enough Insurance Sales Questions? Only $39.95
By Lewis Nason And Jeremy Nason
One of the recurring topics we write about each week… and talk about every day is asking your insurance clients the right sales questions. And then ask your insurance clients enough sales questions! That is because asking your clients questions is one of, if not the biggest key to your success in insurance sales. Accordingly, agents and advisors have been asking us for a complete list of probing sales questions to use with their insurance clients! As a result, we have compiled a list of all of our favorite insurance sales questions. And then we put them all into our limited edition e-book… Are You Asking Enough Insurance Sales Questions? In this 24-page guide, you will find our goldmine of sales questions that you should be asking your life insurance clients to set better appointments and close sales. More Details! Immediate Download… Order Now!
A huge key to insurance agents’ success, finding the right leads (prospects), setting better appointments, closing sales, and increasing your income selling life insurance is and always will be asking enough questions!
Ben Felman Life Insurance Sales Tip…
“The key to a life insurance sale is an interview, and the key to an interview is a disturbing question.”
The Consultative Selling Insurance Sales Process is why established agents and advisors can generate $30,000 or more of life insurance premiums per month… within 60 days of investing in our How To Close ‘9 Out Of 10’™ Insurance Sales DVDs.
Consultative Selling, Insurance Fact-Finding, And Sales Skills Training System And Videos…
With 90 Says Of Personal Agent Training, Coaching, And Sales Support!
When will you learn the best consultative selling, insurance sales process, 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 new and experienced insurance agents and advisors for over 40 to help middle-income families to want to solve their problems. So you will earn $250K or more per year selling insurance!
First, we will show you what to say (the basic insurance prospecting script) and the probing insurance sales questions to ask your prospects… So you will set your best insurance sales appointments. Then we will show you the right insurance sales 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 solutions to your families. So that you will close more and larger life insurance and annuity sales in the next 30 days! To be successful in closing 9 out of 10 insurance sales like the legendary agents! To earn $250K or more per year!
Includes Membership to Our Private Site at $39.95 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 tools, training, and support you need to learn and use the consultative selling insurance sales process? When will you learn to ask the best insurance sales questions so you will start closing more insurance sales and much larger sales? And when will you get more repeat insurance sales and referrals? So you will take your insurance sales to the next level in as few as 30 days!
When Will You Learn How You Can Help People To Find The Money? So You Can Make Life Insurance Sales Like Ben Feldman?
Middle American Family’s Guide To – Living Debt-Free And Truly Wealthy!
By Lew Nason, LUTCF, CTA, RFC Retired, And Jeremy Nason RFC, CTA
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 find the money to spend, save, invest, insure, and plan wisely for a secure future! So that you can help middle-income families 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!
Important Question… Are you in this insurance business just to make sales? Or are you really interested in helping families? Who do you think your life insurance prospects want to set a sales appointment with? Do they want to meet with an insurance salesperson – or a Trusted Advisor who is doing their best to help them? When will you decide to get the insurance agent consultative selling and fact-finding training to make a real difference in people’s lives? The more you learn to help families the more you will learn to help yourself and your family! Nothing will change until you decide to take action to make it change!
Get The Agent Training To Learn The Consultative Selling Insurance Sales Process… To Close More And Larger Sales To Get More Repeat Sales And Referrals!