For our third post in the SilverSide Seller series, we are keeping it simple. You will find hundreds of sales tips and ?How to Sell for Dummies? articles online, but rarely do they just give it to you straight. Good life insurance closers are not ?naturally talented?, they?re developed. That?s the fun part about the life insurance industry! Just as in any profession, closing life insurance sales is a craft that must be practiced and perfected. Follow these three simple tips for client-specific life insurance product sales success:
1. Reverse Selling
Think of this as the problem solver sales approach. This works best for group customers from organizations or large families. Give them something for nothing. By meeting regularly with group buyers and keeping in touch via email and phone calls with past (or potential) clients, you lose the sales-gimmick image and adopt a persona that disregards the sale. Ask about their problems, needs, and satisfaction with personalized questions and responses. The key to making this sales approach successful? Be genuine. Our clients are a lot more perceptive than we often give credit for and can read right through phony interest and care. If you only sell the products, you?ll only be as good as your last sale. You want the customer to feel as if they?re getting free advice, which gains their trust and appreciation and will benefit future references and sales.
2. Fully Loaded Close
This strategy is all about doing your homework. First, before entering a meeting with a potential life insurance buyer, review your closers. You should feel fully prepared to use any of them, given an unexpected change in client attitude or situation. Second, it may seem obvious, but know your product. We?re talking back to basics, inside outside upside down. The work you put in to be fully loaded for any question will pay off big time in the end (in dollar signs)! We recommend a two-pronged approach. First, treat the first meeting with the life insurance buyer like a first date. You?re getting to know each other, finding out how to speak to the other, and learning likes and dislikes, but not asking any difficult questions. Enter the second meeting ready to leave with signed papers. Start by bringing up something mutually interesting or some family member or concern of the client from the initial meeting. Slowly lead into the pitch, always being personable and down to earth. If you keep it like a friendly conversation, questions get asked and answered without a loss of momentum towards the sale.
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3. Pros and Cons List
Put yourself in the shoes of your client. During your second or third meeting, quite literally take a sheet of paper and draw a line down the middle. The visual aid will force your client to contribute to the pros and cons list. Analyze the products you have discussed versus the needs of your client as if the situation were reversed and you were them. Anticipate problems or future needs, such as college education for their children, their current job, the possibility of their spouse becoming ill or incapable of monitoring their estate, etc.) Be sure to include honest numbers when you create the list; avoid crazy hypotheticals. Pose questions such as, ?What is the absolute maximum premium you would be willing to pay? Have you talked to your children about this decision? What do they have to say?? Remember, they want to buy life insurance. It is your job to match their needs to a product. Seeing their life written down in simple numbers and facts on paper will ease the buyer into the sale, without losing their trust.
Consider these principles and situations as your launching pad. Your success is up to you. In our three-part series, we have covered how to close to any client, how to approach a meeting with specific ?kinds? of clients, and the pillar selling tips for a successful life insurance business. Be sure to stay tuned for more SilverSide Insurance Marketing life insurance sales tips! Can?t wait? Call or email one of our life insurance professionals for advice (and to increase your product offerings). 480.400.7171 or firstname.lastname@example.org