| An extremely high amount of insurance reps, | | | | DETAIL |
| have yet to learn one of their most critical | | | | In my example questions, no time was wasted |
| insurance sales strategy techniques. Since they | | | | explaining who your company is, where the home |
| have an insufficient number of presentations, | | | | office is located and showing a picture of it, how |
| there is so much pressure. They are under | | | | they are financially rated, and why they are |
| financial and confidence strain to make the sale. | | | | better by the competition. If you were real, |
| This leads to overloading the prospect with a vast | | | | insurance sales pro the insurance company might |
| amount of total information. The longer this | | | | be named "Fly By Night Insurance Company." |
| continues the more likely the prospect is going to | | | | When you buy a new type of product, most |
| start bringing up objections. | | | | times it could be named just about anything. You |
| If you want to start closing insurance sales fast, | | | | don't bother to research the company making the |
| here is the thinking mistake you might be making. | | | | product and its history. Same with every product |
| You think that your client need lots of information | | | | ingredient and all the possible ways it might |
| about your insurance company, about you, and of | | | | benefit you. You and your prospects both buy on |
| course the product that you are proposing before | | | | emotion. Satisfy that emotion with enough buyer |
| making a buying decision. Wrong. Realize that you | | | | confidence and a purchase is made. |
| have been trained and taught improperly. What | | | | A PROFESSIONAL'S TIME IS MEANINGFUL. |
| does your prospect want to know? Ask yourself | | | | How many minutes does your doctor spend with |
| what you want to know about any product | | | | you on your appointment? Questions are asked |
| before you buy. | | | | by the doctor to get a diagnosis. Then a plan of a |
| WHAT IS YOUR PRODUCT GOING TO DO TO | | | | couple options is laid out between the two. This |
| BENEFIT ME | | | | arrangement emotionally takes care of your |
| This simple insurance sales strategy is an easy | | | | needs. You appointment is often closed with your |
| technique. After you finish your complimentary | | | | doctor writing you a prescription that it going to |
| introductional chit-chat, ask your prospect | | | | cost you, but improve your health. You and your |
| questions. Start with a question like "Why do you | | | | doctor are in a selling situation. The doctor, you |
| feel that _______ protection is important to | | | | have confidence in, does not waste tons of time |
| you?" "Do you feel that this ________ problem | | | | on information overload. Is the prescription |
| should be solved if it could be done effectively at | | | | company history given, how it is rated, and how |
| a reasonable cost?" "Is it okay if I show you a | | | | long has this product been on the market? No. |
| couple options that would cover what you feel | | | | Once you have obtained their confidence, do not |
| are important and what benefits you would | | | | lose it. Stick only to explaining how your insurance |
| receive?" | | | | plan solves the emotions they care about. Do not |
| NOW ANALYZE THE POWER YOU HAVE | | | | get into all the other tons of good things your |
| ACHIEVED | | | | product might do. |
| Your prospect is going to buy on an emotion | | | | Time how long your average appointment is |
| need. To achieve closing insurance sales fast you | | | | taking Remember the clock is ticking against you. |
| cut to the main reason you are there. You are | | | | Your doctor is not going to take an hour pounding |
| going to guide you prospect to help close the gap, | | | | out the history of influenza just to give you a flu |
| but let your prospect take part in the process. To | | | | shot. If he or she did, you would start looking |
| the prospect, you are respected because you | | | | elsewhere. Set your goal on cutting your |
| project caring about personally solving their | | | | presentation time down to at least half if not less. |
| individual needs. They want to feel more secure, | | | | A professional's time for giving consultation is |
| happier, wealthier, or whatever THEIR need is. | | | | making the most of each minute. Work on your |
| You have prepped them to be ready to sell | | | | techniques until your presentation is professional, |
| themselves. | | | | short, and worthwhile for both you and your new |
| DO NOT NEED TO EXPLAIN EVERY POSSIBLE | | | | client. |