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!
Not Listening To The Prospect! The Insurance Sales Killer!
Most people think of salespeople as being good talkers. You hear people saying thing like, “He is a born Salesman. He has the gift of gab.” However, the truth is that the key to making a sale is asking questions and really listening to what the prospect is telling you.
Kerry Johnson in his book ‘Mastering the Game’, says many people believe that speech is the power and that listening is subservient. However, he believes that a good listener has much more power in a Conversation. The listener is able to get more information, than the talker. When two people are talking, the person who dominates the conversation is the person who is asking the questions and is listening.
The job of the salesperson is to listen to their customers.
When you are face to face with the prospect you should practice the following:
- Maintain good eye contact.
- Clarify by asking questions.
- Keep away from distraction.
- Be Committed.
Listening is an essential skill for making and keeping relationships. Once you are a good listener people will confide in you and trust you.
Listening with openness is a critical key to insurance sales success.
You can learn how to conduct a better initial interview by trial and error. You could find a mentor or hire a sales coach! Or, you can learn more about our “How To Close 9 Out Of 10″ Video Training by clicking the link and downloading our Free Report! The choice is YOURS!
Are you struggling with the insurance business? Are your life insurance sales not where you want them?
Over the past 17 years, the Insurance Pro Shop has helped thousands of agents each year to more than double their income – in some cases, in a matter of only a few weeks. Our goal is to affordably provide every agent and advisor the necessary tools and training they need that will ensure their immediate and long-term success in this industry.
Let’s take a moment and discuss the Million Dollar Question… Can We Help You?
The answer is… “I don’t know!”
The fact is every agent’s and advisor’s individual situation is different! So, in order to determine if and how we can help, we would need to know more about you and your unique situation. Please ask yourself the following question, “Is it worth 15 minutes of my time to see if they can help me, as they have helped thousands of other agents and advisors?”
If you answered YES to that question, then give us a call Toll-Free, for your No-Obligation, Free 15 Minute Consultation with Lew Nason or myself. If we are unavailable to speak with you right then, Alex or Emily will be happy to schedule you a time to talk! Don’t waste one more minute worrying about your future! Take your first step to outrageous success by calling us today… Toll Free @ 877-297-4608