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 – and close more insurance sales – for more repeat sales and 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. Instead, 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. People should see you as someone who is there to help them!
Do you want people to see you as someone there to help them? Do you want to make it much easier 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 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 the prospect feels and sees during their interactions with you. It is about finding ways to provide prospects with real value and making it all about them. It’s NOT about your products, business, companies, or 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 you should follow. Assuming you want to be more than just an average salesperson. And 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 you can determine the best ways to attract those insurance prospects! 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 information are your insurance prospects 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 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. 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… Who, What, Where, When, How, and Why! You also will want to avoid questions that start with… 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 the prospect’s goals. 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 to reach their goals?
In addition, you need to uncover their budget… where they spend their money. So 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 thorough fact-finding and 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 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 you and the insurance prospect completely understand what the other is saying.
As you practice active listening, you will want to document everything the insurance prospect tells you. All the information you obtain will help you qualify the prospect and 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 you can help your insurance prospects 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 qualify 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, 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. It will hurt the prospect and ruin your reputation in the long run.
Qualified insurance prospects, give you the best 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.
For example:
“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 get 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 Lew Nason, LUTCF, CTA, RFC Retired, And Jeremy Nason RFC, CTA
One of the recurring topics we write about each week… and talk about daily is asking your insurance prospects the right probing questions. And then ask your insurance prospects enough sales questions! That is because asking your prospects the right probing questions is one of, if not the biggest key to your success in selling insurance. Accordingly, agents have asked us for a complete list of probing sales questions to use with their insurance prospects! As a result, we have compiled a list of all of our favorite insurance sales questions. And 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 probing questions you should ask prospects to set appointments and close insurance ales. More Details! Immediate Download… Order Now!
A huge key to finding and attracting exclusive leads, setting better appointments, closing sales, increasing your income, and successfully selling life insurance annuities and your services is and always will be getting the agent training to ask enough of the right sales 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.”
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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.
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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!
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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!
Determine Your Success Selling Insurance!
Let’s keep this simple. Most agents (90%) struggle to earn a decent net income after expenses. They take the easy way and follow what the herd does – buying insurance leads, buying the next hot sales system, software, etc. They are spending thousands of dollars each year.
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In December 1999, we created the Insurance Marketing and Sales Resource Center because of the serious lack of marketing and sales training for financial professionals. There is a 95% FAILURE rate of new agents entering financial sales and most agents who survive struggle to make a mediocre income. It is because most agents are being taught to sell products – instead of learning how to help middle-income families find the money to get out of debt and save for their future. Our goal is to provide an affordable way for agents to get all the training they need to guarantee they will succeed and earn a superior income by helping middle-income families find the money to save for retirement to “Live Debt-Free And Truly Wealthy”!
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I am blessed to have come upon Insurance Pro Shop. Jeremy is a delight and never gets irritated in the slightest and always calls you back. I am very fortunate to have met him at this junction in my life and career. Thank you for giving me the direction and patience I need now.” Neal Merems – CA (34 years in the business)
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Remember, ‘Out Of Sight, Out Of Mind’ is a deadly mistake for advisors. Why would your clients, friends, family, neighbors, or prospects call you when they need your help? Or when they are ready to buy. Since they never hear from you, don’t remember you, or know how you help middle-income families! And, then why would they refer people to you?
Learn How You Can Help People To Find The Money? So You Make Life Insurance Sales Like Ben Feldman?
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By Lew Nason, LUTCF, CTA, RFC Retired, And Jeremy Nason RFC, CTA
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Important Question… Are you in this insurance business to make sales? Or are you interested in helping families? Who do you think insurance prospects want to see? Do they want to meet with an insurance salesperson – or a Trusted Advisor who does their best to help them? When will you decide to make a real difference in people’s lives? The more personal insurance agent training, coaching, and sales support you get to learn how to successfully help families find the money… for a secure financial future. Then the more you will learn how to help yourself and your family! Nothing will change until you decide to take action to make it change!
Get Agent Training To Learn The Consultative Selling Insurance Sales Process… Close More And Larger Sales To Get More Repeat Sales And Referrals!
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What an in-depth discussion about the process of consultative selling. Great thanks for sharing, really informative and useful.
Hi , great article keep it going , actually you are providing great info which is very useful and I am working as a sales agent , I am currently making a good progress in work with your help , thank you so much .