| There are many free insurance selling techniques | | | | interested qualified buyers. Just as important, you |
| out there that are completely ineffective. What | | | | must find out what emotion will motivate them to |
| causes this is that effective sales questions for | | | | buy. Start right off by saying, "A lot of my |
| selling insurance are completely different from | | | | customers like my product for different reasons. |
| those used in selling refrigerators. Discover how to | | | | What interests you in this _____ offer?" "I |
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| Only one way exists to keep up with the latest | | | | insurance will help your situation? Have you ever |
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| influential authority. | | | | having _____ and now it is my job to give you |
| Salespeople with the most effective sales | | | | the details, Right? "Thanks, I really appreciate |
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| how to ask sales questions. For the answers to | | | | IF the pre-selling phase does not go well, or your |
| what insurance sales questions to ask, you must | | | | prospect is skeptical, you walk. You do not sell |
| read the entire article. | | | | information, you do not beg, you do not follow |
| THE ORDER OF WHO ASKS QUESTIONS | | | | up, you move on. |
| You must ask questions to find out more about | | | | THE PRESENTATION |
| your clients and what their emotional need hot | | | | Now you have given your prospective insurance |
| spot is for your product. Your clients also need an | | | | clients enough opportunity to talk. From here on it, |
| opportunity to ask you further questions. This is | | | | you will adjust your sales presentations to the |
| why before giving your sales presentation you go | | | | answers they have given you. It sort of like fill in |
| through a two-part question and answer phase. | | | | the blanks and fill out the sales application. You |
| At first you will ask questions to gain information. | | | | should have total confidence that completing the |
| Therefore they require a conversational response | | | | sale is merely a procedure. Strongly highlight how |
| back. | | | | you can solve the problem they have (not owning |
| Once this is through, you ONLY want you | | | | your product). However, limit your reasons to the |
| prospects to answer your questions. Strictly | | | | emotional reason they have already given you. |
| questions that do not have a yes or no answer. | | | | Also limit your questions to the client. "How am I |
| Instead, your questions are answered by their | | | | doing so far?" is a great question to inject. "Would |
| opinions or choice of product selection. By getting | | | | paying ___ for the high benefit ___ product |
| all your prospect questions answered first, a | | | | appeal more. Or does the very basic plan fit your |
| sincere prospect cannot trap you with an | | | | investment for this ____ product fit best? |
| objection later. When it is you who asks the | | | | Few questions can make the transition from |
| question first, you are always the one in control. | | | | presentation to application any better. |
| THE WARM UP PHASE | | | | REMEMBER YOUR MISSION |
| Here you ask questions to build trust and to | | | | Besides making a sale, you are seeing prospects |
| compliment your client. Ask them what caused | | | | for a purpose. First is to gain rapport . Next is |
| them to start collecting ________. Inquire | | | | pulling the pain out of your client and see the |
| which is their favorite and why. Compliments are | | | | concerned look on the prospects face. Last is |
| golden, but be sincere when you give them. After | | | | having the commitment to proceed to solve the |
| this say, "Before we begin is their anything you | | | | problem with your product. Knowing when and |
| want to know about me?" Chances are you will | | | | what sales questions to ask is one the most |
| get a "not really" reply, which is what you want. If | | | | effective sales techniques you will ever learn. As |
| they ask more than a couple questions, they are | | | | your knowledge about implementing a technique |
| probably still skeptical about you. You have not | | | | continues to grow, you will begin to see how |
| yet earned their trust. | | | | important asking the right insurance sales |
| It would be FANTASTIC if first you could ask for | | | | questions fits into the overall scheme of things. |
| the sale, first get you prospects to commit to | | | | As you probably realized, most of the questions |
| buying, and only then provide your prospects with | | | | were not sizzling hot. They did set the selling |
| just enough information to make the sale. Well | | | | scene and get your prospects wanting to work |
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| or weapons to do so. | | | | free insurance selling tips and a technique you can |
| PRE-SELLING PHASE | | | | put into immediate action. |
| Your goal here is to find out if your prospects are | | | | |