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It doesn’t matter whether you sell life insurance, mortgage, or annuities; your sole goal is to grow the leads and generate sales.
Unfortunately, most clients have a bias toward agents selling insurance probably due to a bad history with them. But you can change that wrong narrative. We discuss five tips for closing more insurance deals like an expert;
Talk Less, listen More
One blunder most salespeople make, insurance agents included, is to dive into presenting without allowing their prospects time to speak. As tempting as it can be to get overly excited when explaining your insurance policies and plans, the best approach is to let your prospects lead the discussion.
Sit down and let your prospects talk about their current policies, the family members, their plans for the future, etc. Ask questions to identify their problems and fears.
If you master empathetic listening, you’ll not only know your next move but you will always be in a better position to adjust your product to suit the problems of your prospects.
Leave Something that Reminds Your Prospects about You
If you happen to close a sale right after the presentation, well and good. But some decisions will need that families come together to weigh the options and probably put more thought into their final decision.
A business card is good, but you could leave something like a brochure or a booklet bearing the various products on offer. That way, your clients can get in touch.
Convince them You Practice What You Preach
When selling insurance, it’s unprofessional and off-putting to appear nervous and unsure of yourself during the presentation.
Your tone, eye contact, and body language should sell you as intelligent & calm yet an expert at what you do, and you can be guaranteed a sale. If all those aspects can tell your prospects that you’re unsure of what you’re saying, then it will be hard to close an insurance sale.
Don’t Sell, offer Solutions, educate
If there’s one thing everyone hates, then it’s being sold to. We understand the temptation to jump right into the sales pitch – talking about the mouthwatering discounts and exceptional insurance plan on offer. However, if you don’t know how to sell your products without coming off as too salesy, your prospects won’t care.
Research has proven that people will only research and buy the products they think will help them. After listening to your prospects, make them understand that what you’re offering will help solve their problems. But first, understand the family needs and challenges.
According to a survey, most Americans don’t understand basic insurance terms. So, rather than selling your insurance plans, focus on educating your prospects regarding their options, how coverage works, and you’ll easily win them.
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