Consultative Selling Skills Training… Asking Probing Questions To Be Your Insurance Client’s Trusted Advisor!

Consultative Selling And Probing Questions To Close More Insurance Sales - Be Your Client's Trusted Advisor!

7/4/2022 – With Inflation and the Recession do you want to be seen as just another salesperson (pushing products)? Or, do you want to be your client’s “trusted advisor”? Do you want to close more and larger insurance sales right now? Then you will want to get the training to learn and practice Consultative Selling Skills – asking your insurance clients the right probing questions!

In the Consultative Selling Skills training, you will learn to ask probing questions… to learn about your insurance client’s needs and wants. Before you offer them a solution or talk about your products. With Consultative Selling Skills training, the insurance client’s needs and wants come first. Needs and wants are identified through your preparation, asking probing questions, and then drilling down into the client’s answers.

Once you have clearly identified the client’s needs and wants, then you use your product knowledge to tailor a solution based on the client’s needs and wants – to close the insurance sale!

“Success is not the result of making money; making money is the result of success – and success is in direct proportion to our service to others.” Earl Nightingale

The Top 3 Ways To Build Your Consultative Skills For Selling Insurance.

1. Practice Asking Great Probing Questions!

What is a great probing question? It is a question that gets at the heart of your prospect’s problem or demonstrates your deep knowledge of their situation and positions you as an expert. A great probing question will also guide your prospect toward discovering the value of your product or service.

Think about the great questions you should ask. Put together a list of the problems your product or service solves for your clients. Great probing questions are phrased to reveal those problems. For example, “If you were not here tomorrow how would that affect your family?” “What would happen?” “How do you feel about that?” “What Would Your Family Have to Do?

Once you know the questions to ask, then spend time role-playing. The more you practice using these probing questions, the more comfortable you will be in the consultative selling skills conversation with your insurance prospect.

2. Practice Active Listening and “Listening Between the Lines!”

Active listening is one of the most important consultative skills for selling insurance. Without listening to a prospect’s needs, spoken and unspoken, it will be nearly impossible for you to develop a solution that meets their needs.

You must be adept at asking clarifying questions and then listening between the lines for what the prospect isn’t saying directly.

Clarifying Questions like…“I am not sure I completely understand?” “Could you tell me more about…?”

Remember, active listening also includes non-verbal communication such as posture, eye contact, and attentive mannerisms.

The more you practice active listening, asking clarifying questions, and non-verbal communication, the more comfortable you will be in the consultative selling skills conversation with your insurance prospect.

3. Practice Telling Stories!

Stories help our products and services come to life. It is much easier to see ourselves buying or using something once we have heard how it worked for someone else. Especially when it is someone in our peer group. So you need to talk about the real impact of your solutions on your clients. You should have a range of success stories available to match different prospects. And then tell the most appropriate story for each potential client.

Simply by collecting stories – You can tell better stories. Line up stories with the problems your clients face so you can connect the dots during a prospect meeting.

What belongs in the success story? We recommend following a 3-part model:

Problem – The specific challenge your client was facing

Solution – The solution you provided

Results – The tangible impact on your client

Once you have collected success stories for each of the problems you solve, then you should practice telling these stories.

“Take advantage of every opportunity to practice your communication skills so that when important occasions arise, you will have the gift, the style, the sharpness, the clarity, and the emotions to affect other people.” Jim Rohn

Keep Practicing Your Consultative Skills For Selling Insurance!

There are many more training exercises you could do to hone your Consultative Skills For Selling Insurance to be your client’s trusted advisor. Don’t underestimate the value of practice. The more often you practice these key consultative skills for insurance… Then the more comfortable you will be in a consultative skills conversation for selling insurance. So at least once a month, practice:

Asking great probing questions

Listening actively

Telling great stories

Why should you take the time to learn and practice Insurance Consultative Selling Skills?

Trusted advisors who have learned to use consultative selling skills need fewer leads and fewer insurance sales appointments. Because they are closing more insurance sales with people they meet with, for much larger premiums.

Most typical advisors are closing insurance sales with 1 out of 2 people they meet with. The trusted advisors who have learned and practiced consultative selling skills are closing insurance sales with 9 out of 10 people they meet with.

The average life insurance sales premium for the typical advisor is from $100 to $200 per month. The average premium for trusted advisors who are using consultative selling skills for insurance is from $250 to $1,000 per month. Because they are helping people to want to set better priorities. And then helping them to see the value of using permanent cash-value life insurance.

The advisors who have learned and practiced consultative selling skills also get many more insurance referrals! Because their client sees them as trusted advisors! Instead of just another pushy salesperson.

You can have everything in life you want if you will just help other people get what they want. Zig Ziglar

What These Trusted Advisors Say About Our Consultative Skills Training For Selling Insurance!

Corey Greene, FIC, FICF, LUTCF - SC Trusted Advisor“I have been working with Jeremy and the Insurance Pro Shop for a few weeks now and it has totally changed my mindset and helped me get the proper mindset with the Found Money Management system and the resource center. It’s really about truly helping people with their wants and needs. It is about asking questions so that I position myself as a trusted advisor.  As Lew says… You want to talk with people like they are your best friend. The resources and videos really drive home the concepts. Working with IPS is allowing me to get the proper foundation underneath me. I look forward to getting better, to help more people.” Corey Greene, FIC, FICF, LUTCF – SC (17 years in financial services)

Joe Mardesich - UT (30+ Years In Financial Services) Trusted Advisor“Your (insurance sales skills) training has affected the way I sell health insurance. After listening to your training, I went from doing a one-call close on health insurance to doing a fact-finder first. I now start off every new call by saying, “I know we’re here to talk about health insurance, but is there anything, in particular, you wanted to talk about?” I then ask them questions like, “What’s got you in the market for health insurance right now? What do you want your health insurance to do for you? Why is that important?” Etc. I’m finding that closing is 5 times easier than it was before I was doing a fact-finder – not because I’m selling anything different than before. It’s because the clients feel like they’ve been heard and somebody cared.” Joe Mardesich – UT (30+ Years In Financial Services)

Rudolph Corrales, Jr., CTA - CA Certified Trusted Advisor

“Hi Jeremy, I just want to thank you for your help in completing a financial planning summary.  I recently finished the Trusted Advisor program and immediately put the training to use.  It worked just as you, Lew, and Alex said it would.  I just have to remember to get the client emotionally involved. Let them identify their problems. And then give them exactly what they want!  It really was easy.  I want to thank you and look forward to many other interactions with you.” Rudolph Corrales, Jr., Certified Trusted Advisor (CTA) – CA

When Will You Decide To Get The Consultative Selling Skills Training You Need To Be Your Insurance Client’s Trusted Advisor?

How To Close 9 Out Of 10 Insurance Sales - Consultative Selling And Probing Questions To Close More Insurance Sales - Be Your Client's Trusted Advisor!When will you learn the best consultative selling, insurance sales skills, 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 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 sales training, coaching, and mentoring… with back-office sales support! All from a team that has helped agents and advisors to learn consultive selling skills will have more success closing life insurance and annuity sales… For over 40 years! To help middle-income families to want to solve their problems. It is the best Consultative Selling Skills training to guarantee you will earn $250K or more per year selling life insurance and annuities! 

First, we will show you what to say and probing questions to ask your prospects so you will set your best sales appointments.

Then you will get the insurance consultative selling skills training to help families identify and want to solve their problems. You will also learn how you can help 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! It is the best insurance agent and trusted advisor Consultative Selling Skills training to earn $250K or more per year in insurance sales!


Fast Track Advisors' Guide To: 'Asking The Right Questions'... Consultative Selling And Probing Questions To Close More Insurance Sales - Be Your Client's Trusted Advisor!

Advisor Guide To… ‘Asking Prospects The Right Questions’  Only $9.95

In this ’37 page’ E-book you will learn to ask the right probing questions to get your prospects emotionally involved. So, they will want to be setting an insurance appointment with you… And then buy from you right now! Your success in sales is ‘NOT’ about how good you are at telling people why they need to buy your products or services! Your success will be based on whether your prospects trust you and believe that you are there to help them! Do you want to set more and better insurance appointments? Do you want to close ‘9 out of 10’ life insurance and annuity sales? When you tell people what they should do, then they may or may not believe you! But if you learn to ask the ‘right probing questions’ in your insurance fact-find… Then your prospects will sell themselves! It is an immediate download… Order Here


Fast Track Advisors' Guide To: 'Overcoming Objections'... To Shut Out Your Competition!

Advisor Guide To… ‘Overcoming Objections’  Only $9.95

In this ’37 page’ E-book, you will come to recognize objections as just questions. You will learn how to determine what the ‘REAL’ questions are. And then how to answer them the right way to get the sale! This training is NOT about ‘selling’, convincing, or pushing the prospect into purchasing your product or service! It is about helping them to identify, understand and ‘buy’ a real solution to their problems. The solution that will truly be in their best interest. In this guide, you will find a list of the most common objections that you will get when you try to set an appointment, do a fact-find, or close an insurance sale.  And, you will have all the proven probing questions and scripts you need to overcome them.  It is an immediate download… Order Here


Are You Asking Your Insurance Clients Enough Questions? Only $29.95

Are You Asking Your Prospects Enough Questions? Only $29.95

One of the recurring topics we write about each week and talk about every day is asking your clients the right probing questions. And then ask your clients enough probing questions! That is because asking your clients probing questions is one of, if not the biggest key to your success in selling insurance. Accordingly, agents have been asking us for a complete list of probing questions to use with their clients.! As a result, we have compiled a list of all of our favorite probing questions. And we put them all into our limited edition e-book… Are You Asking Enough Questions? Inside this 24-page guide, you will find our goldmine of probing questions that you should be asking your clients.  More Details!  Immediate Download…  Only $ 29.95


When Will You Read Our Full-Length Book? So You Learn How To Really Help Families?

Living Debt Free And Truly Wealthy

Middle American Family’s Guide To Living Debt-Free And Truly Wealthy!

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 to find the money to spend, save, invest, insure, and plan wisely for a secure future! So that you can help them 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!


 It Is Up To You To Get The Training To Learn and Practice Insurance Consultative Selling Skills To Be A Trusted Advisor!

What’s Your Insurance Marketing Strategy? Do you generate a consistent stream of your very best insurance prospects?

How to Be A Success Selling Insurance!

We Want To Help You Get The Life Insurance and Annuity Sales Training You Need To Take Your Financial Sales Career To The Top Of The Industry!

Recommended By The Members Of The IARFC - Consultative Selling And Probing Questions For Insurance Sales Success - To Be Your Client's Trusted Advisor!

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