| There are basic skills you may learn as you go. | | | | anger in your presentation is achieved and |
| Advanced selling skills for insurance sales are | | | | mastered by focusing on someone else's |
| rarely publicized. The logical reason is that so few | | | | mistakes, never on your own or the clients. Let |
| professional agents know about these advanced | | | | us say, the subject is family life insurance. You |
| skill techniques, and fewer adapt them. It takes | | | | start by saying, "Isn't a shame how the |
| an insurance representative that is "Happy | | | | Government wastes billions on dollars of spending |
| Discontent". Very happy to be selling insurance, | | | | on items that never benefit you?" Let them |
| yet discontent his career is not advancing quick | | | | answer, and then expand. "What really burns you |
| enough. This is the insurance rep most likely to | | | | up? Allow them to voice facts or opinions. When |
| benefit from this article. Learning this advanced | | | | the cloud clears, you say, "What makes me mad |
| insurance selling skill will be beneficial. | | | | is the same reason why I am here." You would |
| Before you even think of starting your | | | | think with all those billions, the Government would |
| presentation, you must set the stage. You know | | | | care more about taking care of your family if |
| the prospect has an unfilled needed, that is the | | | | either one of you would die" What do you think?" |
| reason you have been given an opportunity to | | | | Here, you start letting them sell themselves on |
| have a discussion. When I say you want to get | | | | the need for providing for their family. Now you |
| your prospect angry, you immediately think that | | | | have them angry, and it is almost time to start |
| is the last thing you want. Remember though, the | | | | your presentation. |
| most successful sales people are those to dare | | | | "Since we so far have been unable to get the |
| what others will not do. You also want to use an | | | | Government to do its job, let me show you an |
| approach that your prospective client has not | | | | option to help solve the problem you and so |
| already heard hundreds of times. | | | | many other families' have.". "I hope I did not get |
| Sometime emotions are not effective enough. | | | | you too angered up". Wait for the reply, like "No |
| Immediately think of the strong client emotions of | | | | it's not your fault." Now you have started to |
| fear, need, and greed, with fear being the | | | | pre-close them, even before starting your |
| strongest of the three. Now think of the fear of | | | | presentation. They like especially like your concern |
| God. Fearing God exists in almost all religions. You | | | | and giving them a chance to air their vents. You |
| see how many people are very unreligious as | | | | are on their level, appear to be knowledgeable, |
| they go through their daily life activities. Yet, when | | | | trustworthy, and the style of insurance agent |
| on their dying bed, religious or not, people cry out | | | | they WANT to do business with. |
| "God Help Me". The point here is your prospects | | | | MAKE THEM ANGRY to change their insurance. |
| may realize their fears, but put off reacting on | | | | Again, you are going to focus on someone's |
| them until it is too late. | | | | mistakes. Never say, "My insurance proposal will |
| Fear does not always work, and over a time | | | | serve you better". That creates cause for debate |
| period certain people react with resistance to | | | | or a possible no sale. Focus on Anger! Ask to see |
| scare tactics. "Think of your family", is often an | | | | what present insurance coverage they have for |
| ineffective line. The same applies to the feeling of | | | | the area you are going to sell them. Review it |
| guilt. Your prospects could pick up an indication, | | | | briefly and exclaim loudly, "Oh My Gosh", and |
| even if unfounded, that you are telling them they | | | | pause. Continue with, "I can't believe what you |
| are bad people. This is often a silent killer of sales. | | | | were forced into buying.". Now get them angry. |
| The insurance sales person will ponder for hours, | | | | "Did the agent explain all that was left out of your |
| why his perfectly worded presentation failed to | | | | policy?". "Did you ever have a claim?, Thank God. |
| result in a sale. | | | | "Is it true that you are paying $$$ for THIS |
| Persuasion The power is persuasion, or even | | | | coverage?". "Has this agent had the nerve to ever |
| parts of it are extremely difficult to master. The | | | | contact you again?" You should have pulled out |
| reason why working on emotions sometimes fails, | | | | anger from your prospect by now. Follow this |
| is that are overly directly with the person you are | | | | with, "Well, this area is my specialty". "Would you |
| having a conversation with. Instead of scare | | | | like to see my recommendation and what |
| tactics, often angering people is the way to go | | | | benefits are designed with you in mind?" |
| about persuading people. Moreover, it is highly | | | | These are not gimmicks. Are you not an intelligent |
| underrated. | | | | sales person? Start using this technique and other |
| MAKE THEM ANGRY to sell new insurance. Using | | | | advanced selling skills. |