I once read where a guy was explaining how to sell insurance or close more insurance sales. I really don't like the word close or sale to me it is not really Advisor mindset language.
Let me ask you does a doctor close his patients, a dentist or a lawyer.
The say Doctors are the worst marketers yet they always have patients and make tons of money. So if you want to help more clients solve their problems then you really need to pay more attention to them before you ask them to pay attention to you and your presentation.
I think as Insurance Advisor we should leave presentations to big corporate guru's, electronic shows and people who sale.
As an Insurance Advisor you consult and educate in that order. This is accomplished by simply asking questions and leaving your product knowledge and enthusiasm until it is need.
Not to long ago I was contacting individuals or potential clients who mailed in a response card for final expense. When I finally got in on an apportionment from knocking on their door kind of cold I presented my presentation.
I went on and on talking about the product and I gave her examples in a story like fashion of a similar situation that she would be in by not purchasing. Can you guess how that turned out well she gave said she would have to talk to her son.
I never really asked her what she wanted. I assumed I knew her problem what she needed and that I had the solution. I am pretty sure I could have handled that a little different.
Insurance Leads to Sales
Tip#2 - Your sales presentation is your the questions you ask that allows the customer to tell you in his won words what they think that problem is and how the feel about it. They will even paint a picture of their ideal correction for that problem if you just let them talk.
You have to feel like your in a doctor patient setting. Here are a few questions you can start with.
What would make your life better right now financially?
What do you see wrong with your situation today?
What keeps you up at night?
How does that make you feel?
By the time the customer is done answering your questions they will feel more drawn to you because it feels to get pressure off you chest and anyone that gives you an ear is a friend.
If you make promise to never sell and only approach your potential client as an advisor you will help more people and get more referrals.
Follow my for more life insurance tips.
Cheers,
Kim D. Murray
Let me ask you does a doctor close his patients, a dentist or a lawyer.
The say Doctors are the worst marketers yet they always have patients and make tons of money. So if you want to help more clients solve their problems then you really need to pay more attention to them before you ask them to pay attention to you and your presentation.
I think as Insurance Advisor we should leave presentations to big corporate guru's, electronic shows and people who sale.
As an Insurance Advisor you consult and educate in that order. This is accomplished by simply asking questions and leaving your product knowledge and enthusiasm until it is need.
Not to long ago I was contacting individuals or potential clients who mailed in a response card for final expense. When I finally got in on an apportionment from knocking on their door kind of cold I presented my presentation.
I went on and on talking about the product and I gave her examples in a story like fashion of a similar situation that she would be in by not purchasing. Can you guess how that turned out well she gave said she would have to talk to her son.
I never really asked her what she wanted. I assumed I knew her problem what she needed and that I had the solution. I am pretty sure I could have handled that a little different.
Insurance Leads to Sales
Tip#2 - Your sales presentation is your the questions you ask that allows the customer to tell you in his won words what they think that problem is and how the feel about it. They will even paint a picture of their ideal correction for that problem if you just let them talk.
You have to feel like your in a doctor patient setting. Here are a few questions you can start with.
What would make your life better right now financially?
What do you see wrong with your situation today?
What keeps you up at night?
How does that make you feel?
By the time the customer is done answering your questions they will feel more drawn to you because it feels to get pressure off you chest and anyone that gives you an ear is a friend.
If you make promise to never sell and only approach your potential client as an advisor you will help more people and get more referrals.
Follow my for more life insurance tips.
Cheers,
Kim D. Murray
No comments:
Post a Comment