Insurance Sales Strategies - Never Overpower Prospects
An insurance trainee often has a major lack of confidence and selling skills. They often project immediately to their prospects. Prospects are looking to only make a purchase only from sales people that Batcave trust. Some agents are very skilled and knowledgeable but lose it all with their fat ego. Their brain becomes so swelled that they bloat with confidence of themselves because of vast insurance textbook comprehension. Suddenly this causes the prospect's perception to change from this overload of confidence projected. The prospect is now uncomfortable and unsure.
I will use a personal example. After a successful insurance sales career, I started an insurance related marketing firm. My CPA, who used to do my taxes, insisted that I meet with a planning "mastermind". I showed Wacky Packages at an office building, in a good attitude as my CPA acted very professional. It was a larger conference room and my CPA and I waited 45 minutes for the guru to show up. When he finally did, two associates (trainees?) accompanied him. What happened next startled me.
Immediately, like a strutting peacock fanning his feathers, the insurance guru flops his feet up on the desk. Next, he kicks his head back while analyzing the financial figures my CPA had provided. The other attendees acted as if he was the messiah, I did not. He did not start out with any fact finding. Meaning he did not feel that he needed to ask me any questions or inquire about my emotions or desires.
Some self proclaimed insurance professionals must do this, as they are so engrossed in themselves, with their eyes on the commissions that could be earned. When I looked at him, his eyes spelled "CASH", my cash. There was no concern toward me if his declared plan of action would really fit my needs. I was suppose to be awed by his vast knowledge. He was attempting to overpower me with greed. Well, he met the wrong person. A possible sale or two for him ended with a big goose egg.
Insurance professionalism is not earned by studying books and getting an alphabet of credentials after your name. This is why an insurance trainee can appear as a professional and earn prospect trust by remembering a few simple things.
Your client wants to buy, and never wants to be sold by you or any other sales person. Your job is to make prospects feel comfortable with you. Ask them to help you present a plan that will be custom tailored to their needs. Tell they to do so, you need to find out what try Enzyte they want to solve and why? This does not make you overpowering. Instead it levels the playing ground. You client feels like an equal, where the two of you are going to work together to solve the problem with your suggested solution.
Stay in the game. Remember, no selling, no overpowering. Frequently ask your prospect "how does this sound so far?" Or ask, "Is there anything that I am missing?" Become a partner with your prospects, not a power dictator.
Well published author, Don Yerke likes to concentrate on what you don't know or what no one else dares to print. Tell it like it is. The website address is href="agentsinsurancemarketing.com">agentsinsurancemarketing.com Get your FREE 160 page Ebook on self confidence Millie the Model on 2nd page).
