Let’s face it, the ‘Old Style Sales Techniques’ that have been taught for the past 50 years or more have completely lost their effectiveness. People today are too smart to fall for all those sales mind games and gimmicks. Sales occur 98% of the time because the prospect has developed some respect and trust for the insurance agent. That type of relationship is born from having real conversations with people.
Today, you must learn to ask the RIGHT questions to get your insurance prospects to tell you about their problems, what they really want, so they’ll want to meet with you and they’ll practically sell themselves!
Here are some points to consider…
Old Style Sales Technique #1 – “Selling is a numbers game.” Sales is only a numbers game when all you know is traditional selling techniques. There is a better – easier method of building trust and getting your product or service message across. Simply by changing your sales approach and asking the RIGHT questions, you’ll begin a serious conversation with intelligent back and forth questions, answers, insights, clarifications, all for the purpose of attaining deeper understanding for both parties.
Old Style Sales Technique #2 – “Use a sales script to sell.” People can tell when you’re using a sales script, even if you think you’re pretty good at it. There’s nothing personal about it and people will pick that up. Being artificial just puts you into the typical “Salesperson” category. If you learn to ask the RIGHT questions to get people to tell you what they want, you’ll eliminate the negative triggers that can lose your sale within seconds.
Old Style Insurance Sales Technique #3 – “Rejection is part of the sales process.” Rejection is Not part of the sales process. Rejection is triggered by what you are telling them. Remember no one likes to be told. Ask the RIGHT questions to get them to tell themselves.
Old Style Insurance Sales Technique #4 – “Focus on closing the sale.” Are you “going in for the kill” with your 101 closing techniques? If you are, then you could end up killing your deal instead. Old school closings techniques do nothing more than pressure the client or prospect, and as a result, they naturally want to retreat away from that pressure… and that pressure is created by you. By learning to ask the RIGHT questions and getting them to tell you, you’ll be able to move the sales process forward to get the result you want.
Learning to ask the RIGHT questions is the critical key to consistently …Setting high-quality appointments, with your ‘Ideal Prospects!’ …Closing ‘9 out of 10’ sales!
Asking Questions is how you establish immediate trust and competence with your insurance prospects to build strong and lasting relationships. It’s how you get your insurance prospects emotionally involved in the sales process. It’s what makes them WANT to solve their problems right now!
You can learn how to conduct a better initial interview by trial and error Or look to someone or a team that teaches it every day!
The choice is YOURS!
Jeremy has 23+ years of experience in the financial services industry as an Regional General Agent, Recruiter, Author, Speaker, Trainer, Consultant, Coach and Mentor.Jeremy’s unique perspectives and back to basics approach, on how to truly help clients, have enabled scores of agents and advisors to reach the top levels of their profession.
Latest posts by Jeremy Nason, RFC (see all)
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