| Life Insurance Closing Techniques | | | | the presentation is incredibly overwhelming in |
| If you were expecting another one line sales pitch | | | | information. Let me take a step back and show |
| to be written here, you definitely will not find it. | | | | you what I mean by this. Life insurance products, |
| Life insurance closing techniques have very little to | | | | and their complexities can really put a human brain |
| do with sales pitches at all. The whole say this and | | | | to sleep. What I have noticed is some companies |
| all of a sudden you will get this kind of reaction | | | | jam packing their presentation with so many |
| from your prospect sounds like a crush sale to | | | | complicated phrases that the average consumer |
| me. | | | | would just not understand. |
| If it ever came down to you giving a sales pitch, | | | | Do you know why people choose to read at |
| you are either trying to salvage the sale, or you | | | | night? It's to get tired. Eventually during your |
| are not in true communication with your client. | | | | reading session you will come across some word |
| Think about it, you are solely relying on some | | | | that you do not understand, and you will skip |
| outdated script or pitch that was written who | | | | over it. Generally about 15-20 minutes later you |
| knows how long ago. Wouldn't you rather know | | | | will start getting drowsy and will fall asleep. |
| how to not perform a sales pitch and still close a | | | | The same concept applies to sales presentations, |
| deal? | | | | if your life insurance closing technique heavily relies |
| I am one of those individuals that likes to know | | | | on your presentation to the client, I strongly |
| how things work. For example, if a doctor just | | | | recommend you keep it incredibly simple. |
| ran some pitch on you, but he really didn't know | | | | Simplicity is a major factor in closing ratios in this |
| the science of his own work would you go with | | | | business. Many individuals do not understand what |
| that doctor? I didn't think so. The same concept | | | | a Mutual Fund is. I personally do not call it a Mutual |
| goes with life insurance closing techniques, if you | | | | Fund, instead I call it a collective pool of money. It |
| do not know the science of truly closing a deal, | | | | is small things that really make a difference in a |
| then why look for the quick way out. | | | | make or break deal. |
| This brings me to my very first point, you are in | | | | Life Insurance Closing Techniques - Proper |
| this business to sell yourself, not your products. | | | | Communication |
| Life Insurance Closing Techniques - Always Sell | | | | This concept of proper communication, although |
| Yourself | | | | very simple is a concept that 90% of life |
| What exactly do I mean by "sell yourself". A lot | | | | insurance agents do not follow. That is why you |
| of individuals hear this but very few actually | | | | do not see them making more then 100k+ a |
| understand the science behind it. I am going to try | | | | year. How exactly do you apply this concept to |
| and put it into the best perspective for you. Think | | | | your life insurance closing techniques? Proper |
| of a time when you wanted to buy something, | | | | communication is really two way communication. |
| like a TV or Car. Do you remember the individual | | | | What this means is that during your time of |
| that you dealt with during the course of the sale? | | | | getting to know your client, and even during your |
| Maybe you do not remember his or her name, | | | | sales presentation you must always listen and |
| but you can definitely remember if they were | | | | acknowledge. You must always acknowledge your |
| knowledgeable, kind, informative, and helpful. Now, | | | | clients concerns, if you have a solution wonderful, |
| do you remember the guy you did not buy from? | | | | if you do not you must still acknowledge their |
| What were the reasons you did not buy from | | | | concerns and take note to see what you can do |
| that individual? Maybe he did not help out, he | | | | to help them. |
| might have been rude or even ignored your | | | | During the presentation, you must make it |
| questions or concerns about the product you | | | | interactive. Do not by any means just sit there |
| were wanting to buy. | | | | and ramble on and on without even getting an |
| The reason why you did not buy from that | | | | "OK" or "I understand," from your client. After |
| individual, was because they did not sell | | | | you explain a portion of your presentation to the |
| themselves. Even though it was the same | | | | client, turn that paper around and make them |
| product, same price, same warranty, you still did | | | | explain it back to you. They should have no |
| not buy from that individual. Life insurance closing | | | | problem doing it if you kept it simple, and if you |
| techniques are about getting to know your client. | | | | were in proper communication from the get go of |
| They will not buy from a stranger, so you turn | | | | your appointment. Do not be afraid to ask open |
| them into a friend. Friends have trust, and trust is | | | | ended questions, anything that will involve more |
| what will get you the sale. The client must trust | | | | communication will make your client feel like you |
| you with their money. If you are just out there | | | | are a friend, and not someone just trying to sell |
| doing some sales pitch about some product but | | | | them some product. |
| have not really gotten to know who you are | | | | By applying what you have learned here in your |
| sitting across from, you are literally hiking up hill to | | | | day to day practice you will see great results in |
| close that deal. | | | | your personal production. Remember, keep that |
| Life Insurance Closing Techniques - The Sales | | | | presentation as simple as possible, complexity is a |
| Presentation | | | | deal breaker. Get to know who the person across |
| After you have gotten to know your client, you | | | | from you is, they put food on your table for your |
| then get to the product presentation portion of | | | | family and friends. If you are truly providing a |
| your visit. A majority of life insurance agents tend | | | | service to your prospect, and you utilize proper |
| to have some type of sales presentation . These | | | | two way communication to help your client |
| sales presentations are meant to educate your | | | | understand that, then you will greatly increase |
| client on your products, and how they perform. | | | | your life insurance closing ratio. |
| The biggest mistake that I see out there is that | | | | |