How You Can Improve Your Sales Skills Right Now To Increase Your Insurance Sales!
6/11/2021... What is the single best thing you can do to set better insurance sales appointments? So you will close more and larger insurance sales? Most agents believe the best thing they can do is to find and attract more and better insurance prospects. They are right… and they are wrong! Yes, you need to be in front of your best prospects – the right insurance prospects! But, it is not just about you finding and then attracting the best insurance prospects to you! You can have hundreds of great prospects. But if you cannot get them to meet with you (set an insurance sales appointment) – does it matter how many great insurance prospects you have? If you want to set better insurance appointments and close more sales… Then you have to improve your insurance sales skills.
How You Can Improve Your Insurance Sales Skills Right Now!
Consider, which is better… Set 5 insurance sales appointments out of 100 prospects you talk to. Or to set 5 sales insurance appointments out of 10 prospects you talk to? Remember, almost every prospect you talk to has a problem that they need your help to solve. So almost everyone needs your help – and is a great insurance prospect for you.
So, you just have to get people to want to meet with you. You have to sell them on why they need to meet with you. Why setting an insurance sales appointment with you is important?
Improve your skills, to set better insurance sales appointments. Improving your insurance sales skills is the single best thing you can do to close more insurance sales!
You too will become the trusted advisor that the right people will want to see. When will you improve your sales skills and learn the insider strategies that most insurance agents are missing?
You will be amazed at how many more and better insurance and annuity sales appointments you will set. And then how many more insurance sales you will close? When you decide and take the time to improve your insurance sales skills. So your clients will want to find the money to take action!
11 Strategies To Improve Your Insurance Sales Skills!
Do you want to improve your insurance sales skills? Do you want to set better sales appointments to close more and larger insurance sales? Then learn and practice to improve these initial 11 insurance sales skills:
- Get people to talk about themselves and what they want!
In the first few minutes, you meet with an insurance prospect. Whether you meet them in an elevator, at your workshop, or in the initial fact-find meeting. Resist the temptation to talk about yourself, your products, or your services. No one cares how great you are until they understand how great you think they are. And, no one care how much you know, until they know how much you care! Ask questions to get them to talk about themselves and what they really need and want. Resist the temptation to talk about your product or service. At this point, what could you possibly talk about? Because you have no idea how or if you can help them!
- Telling is not selling!
If you tell them something, then they may or may not believe you. Remember, in their eyes, you are just a salesperson that wants to make a sale. Do you want to get most of the prospects you talk with, to set an insurance appointment with you and then buy from you? Then you have to get your prospects to “tell themselves” what’s important to them and their family. To do this, you need to get to know all about your insurance prospect. You need to ask them questions focused on how you can help them.. not on how you can close an insurance sale!
- Pretend you are on a first date with your prospect!
In your insurance sales appointment you set, get curious about your prospect. Ask about their dreams, concerns, and problems. The more you get them to talk about what they want… Then the more important those things will be to them. And the more they will want to find a solution to fix them. Then ask them what products and services they already use. 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 maybe from someone you could recommend.
- Speak to your prospects as you would speak to your family and friends!
This isn’t the time for you to switch into the “sales mode” with heavy-handed sales techniques. Speak normally, and ask questions like you do when you are with your friends and loved ones.
- Pay close attention to what your prospect is and isn’t saying!
Most salespeople are so concerned about what they will say next… That they forget that there is another person involved in the conversation.
- When you are asked a question, answer it briefly and then move on!
This is not about you or your knowledge. Keep the answer simple. Remember the more you tell them… then the more questions they will have? And the more confused they will be!
- Find out what they need and want first!
Only after you have asked enough questions to correctly assess the needs and wants of your prospect… do you mention anything about what you have to offer.
- Keep it simple!
Do not try to impress people. Do not use technical jargon. “If you speak at a sixth-grade level, then even the college professors will understand you!”
- Refrain from delivering the three-hour product seminar.
Do not ramble on and on about features and benefits that have no bearing on anything your insurance prospect has told you. Pick a handful of benefits that you think could help with your prospect’s situation and tell him/her about them. And if possible, reiterate the benefits in their own words, not yours.
- Ask the insurance prospect if there are any barriers to them taking the next logical step.
After you have gone through the first nine insurance sales skills strategies, you should have a good understanding of your prospect’s needs and wants about your product or service. Once you know this and have a mutual feeling of trust and rapport. You are now ready to bridge the gap between your prospect’s needs and wants… and what you have to offer. You are now ready to…
- Invite your prospect to take action.
If you learn and improve the previous ten insurance sales skills success strategies, then you will not need any of the “101 closing techniques” you have learned! Because the ball is now placed on the prospect’s court. When you use a “closing technique” it keeps the ball in your court and it puts the focus on you, the salesperson. You do not want the focus to be on you. You do not want the insurance prospect to be reminded that he or she is with a “salesperson”! You are not just a “salesperson,” you are a trusted advisor that wants to help them to solve their problems.
Get The Agent Training You Need To Improve Your Insurance Sales Skills – Right Now!
Do you want to set better insurance sales appointments? So you will close more insurance sales? Then you must learn, practice, and improve all 11 of these critical insurance sales skills. You must improve your insurance sales skills so you get your best prospects emotionally involved! People buy for many reasons. But they boil down to either avoiding pain or gaining pleasure, which is emotions. To get people emotionally involved, you must ask them open-ended questions! So that they will see and understand the dreams, concerns, and problems they have. The more emotionally involved people are in the sales process, then the more they will want to find the money! So they can take action right now to buy insurance.
Do you want to improve your insurance sales skills?
Do you want to set better sales appointments with your best insurance prospects? So you close more insurance sales? Then click on this link to improve your Insurance Sales Skills!
“Lew, I recently purchased your Advanced Fact-Finding Video… I have been on two interviews so far and used the methods you described. It was surprising how the folks opened up. Not only were their defenses totally down, but they actually stated that they liked the low-pressure approach and questioning process to find out what their needs/concerns were… Before they were asked to buy anything. In both cases, the customer actually told me what they were going to buy… By the way, I am going to recommend that you contact Allstate’s Financial Specialist Manager. So you can help them with their sales efforts. They have spent a ton of money on similar programs, but in my humble opinion, what you offer is much better. Feel free to drop my name.” Robert Dupuis, Allstate Agency Owner, TX (20+ years in the business)
“Lew Nason’s Fact-Finding approach to selling life insurance, eliminating debt, and accumulating wealth are exactly what I’ve been looking for to help my clients. Whether you have been in the life insurance business for five (5) days, or fifty (50) years, I would strongly suggest everyone spend some time with Lew and Jeremy Nason to advance their talents, increase their earnings, and provide a better lifestyle.” Terry Bialek, Canada(30 years in the business)
Get The Best Training To Improve Your Insurance Sales Skills!
When will you decide to improve your insurance sales skills? When will you decide to learn how to set better appointments and close more and larger insurance sales with your prospects?
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When will you take the time to improve your insurance sales skills? When will you learn to set better sales appointments with your best insurance prospects? So you will close more insurance sales in the next 60 days!
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So It Is Up To You To Improve Your Insurance Sales Skills – To Do A Full Fact-Find With Everyone!