Here are two of the most blatant insurance sales mistakes that we see advisors make!
Solving Problems Too Soon!
The advisor hears the prospect express a need that can easily be met with their company’s products and services and he/she immediately offers to meet the need. They pounce, like a lion hunting its prey!
However, offering solutions to problems before listening to a prospect’s complete situation will have an adverse effect on any sales presentation or prospecting call.
You must listen to… ALL of the needs the prospect may have, then try to extract the ones he/she is really passionate about solving. In other words, shut up and ask questions to clarify the need and to turn that need into a want!
Present your solutions and benefits later when they have the most emotional impact! Read More