5 Reasons People Won’t Buy Insurance From You!

Coaches Corner... 5 Reasons People Won't Buy Insurance From You - Ask Your Prospects The Right Questions!

3/5/2021… There are five basic reasons people will not buy insurance from you. They are no need, no desire, no hurry, no trust, and no money! Do you want to get past these 5 reasons? Then ask them questions to help them to buy your insurance. It is how you will easily make a lot more insurance sales.

No Need: If your prospect does not see that they need what you are selling, then there will be NO sale.

In many cases, when you sell insurance, your prospect will not see or believe that they need it. So, you have to help people to see that have a problem!

Most agents will try to convince their prospects that they have a problem. And then they will try to convince them that insurance is the best way to fix the problem. And most of the time the prospect will automatically resist. Why? Because no one wants to be told they have a problem. No one wants to be sold.

The best way for you to get people to see that they have a problem is to ask them questions like “If your family lost your income tomorrow what would happen?” “What would they have to do?” “How do you feel about that?” You need to get them to tell you why they need and want insurance for their family!

Asking people the right questions is how you get them to buy your insurance!

The Five Reasons Why People Won’t Buy Your Insurance!

No Desire: What does your prospect desire? By asking the right questions and then really listening, you should be able to uncover what they want, their specific desires.

You need to get them to talk about what will happen if they do not buy your insurance to solve the problem. You need to ask questions, so they tell you what will happen if they do not fix the problem. Ask them questions like “Is that what you want to happen?”

No Hurry: After your sales presentation, have you ever heard your prospect say, “Let me think about it.”

The main reason why you will get the “Let me think about it” objection… is you did not ask them enough questions to build up the need and then the desire to buy your insurance!!!

No Trust: If your prospect does not trust you, then they will not buy insurance from you. You need to ask yourself, “Why don’t they trust me?”

In many cases, it is not that they do not trust you. It is because they do not know you well enough yet. So they still see you as just a salesperson!

Your first objective when you meet with people is to build trust with them. There are several ways to do this. But the most important way is to ask them questions and REALLY listen to what they are telling you.

Have you ever met with a salesperson and told them what you want, only to have them show you what they think you should want?

No Money: Most times, “no money” means “no money in their budget at this particular time,” or something along these lines. Maybe you will have to ask them, “How can we help you fit this into your budget at this time, so you can buy the insurance you need for your family?”

Help people to find the money in their budget that can be transferred to meet their needs. Make sure you ask lots of questions. “No money” doesn’t always mean “no money.

Ask them questions like… Is what you spent that money on more important than protecting your family… Saving For Retirement… etc?

Summary Of Why People Won’t Buy Insurance From You!

Your job as an advisor is to help the buyer overcome their objections, and then help them to find the money! So that you can help them to get what they need and want for their family and themselves!

And best way to do that is to learn to ask the right questions at every step of the sales process!

Give some thought to all the 5 points presented in this article. If you apply all 5 points and ask them questions, then your prospect will buy your insurance!

It is all about you learning to ask the right question and then really listening to them. The more you ask questions to get people to talk about the problem and what will happen, then the more they will want to solve the problem.


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 Now It Is Up To You To Ask Questions to Help People To Find The Money – So They Will Trust You And Buy Your Insurance Today!

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