Free Insurance Selling Techniques - Effective Sales Questions That
Sizzle
There are
many free insurance selling techniques out there that are completely
ineffective. What causes this is that effective sales questions for selling
insurance are completely different from those used in selling refrigerators.
Discover how to not only make your questions effective, but techniques to make
them sizzle.
Only one way exists to keep up with the latest effective insurance sales
techniques. You must constantly stay on the lookout for new information and
evaluate it. Read everything available about techniques, and more importantly,
find the must ask insurance sales questions. As a result, it won't take long
for you to become an influential authority.
Salespeople
with the most effective sales techniques have the knack of knowing when and how
to ask sales questions. For the answers to what insurance sales questions to
ask, you must read the entire article.
THE ORDER
OF WHO ASKS QUESTIONS
You must ask questions to find out more about your clients and what their
emotional need hot spot is for your product. Your clients also need an
opportunity to ask you further questions. This is why before giving your sales
presentation you go through a two-part question and answer phase. At first you
will ask questions to gain information. Therefore they require a conversational
response back.
Once this is through, you ONLY want you prospects to answer your questions.
Strictly questions that do not have a yes or no answer. Instead, your questions
are answered by their opinions or choice of product selection. By getting all
your prospect questions answered first, a sincere prospect cannot trap you with
an objection later. When it is you who asks the question first, you are always
the one in control.
THE WARM
UP PHASE
Here you ask questions to build trust and to compliment your client. Ask them
what caused them to start collecting . Inquire which is their favorite and why.
Compliments are golden, but be sincere when you give them. After this say,
"Before we begin is their anything you want to know about me?"
Chances are you will get a "not really" reply, which is what you
want. If they ask more than a couple questions, they are probably still
skeptical about you. You have not yet earned their trust.
It would be FANTASTIC if first you could ask for the sale, first get you
prospects to commit to buying, and only then provide your prospects with just
enough information to make the sale. Well you can, and it does not require
handcuffs, ropes, or weapons to do so.
PRE-SELLING
PHASE
Your goal here is to find out if your prospects are interested qualified
buyers. Just as important, you must find out what emotion will motivate them to
buy. Start right off by saying, "A lot of my customers like my product for
different reasons. What interests you in this offer?" "I know many
ways that you can benefit, but what comes to your mind as how having insurance
will help your situation? Have you ever considered purchasing in the
past?" "Are you interested in fully solving the emotion need we
discussed of or starting to solve it? Did you hear about my product
from one of your neighbors or relatives? Fine." "So it sounds like
you at least realize the importance of having and now it is my job to
give you the details, Right? "Thanks, I really appreciate dealing with
intelligent people like you."
IF the
pre-selling phase does not go well, or your prospect is skeptical, you walk.
You do not sell information, you do not beg, you do not follow up, you move on.
THE
PRESENTATION
Now you have given your prospective insurance clients enough opportunity to
talk. From here on it, you will adjust your sales presentations to the answers
they have given you. It sort of like fill in the blanks and fill out the sales
application. You should have total confidence that completing the sale is
merely a procedure. Strongly highlight how you can solve the problem they have
(not owning your product). However, limit your reasons to the emotional reason
they have already given you. Also limit your questions to the client. "How
am I doing so far?" is a great question to inject. "Would paying ___
for the high benefit ___ product appeal more. Or does the very basic plan fit
your investment for this ____ product fit best?
Few
questions can make the transition from presentation to application any better.
REMEMBER
YOUR MISSION
Besides making a sale, you are seeing prospects for a purpose. First is to gain
rapport . Next is pulling the pain out of your client and see the concerned
look on the prospects face. Last is having the commitment to proceed to solve
the problem with your product. Knowing when and what sales questions to ask is
one the most effective sales techniques you will ever learn. As your knowledge
about implementing a technique continues to grow, you will begin to see how
important asking the right insurance sales questions fits into the overall
scheme of things.
As you probably realized, most of the questions were not sizzling hot. They did
set the selling scene and get your prospects wanting to work with you to make a
decision to buy. There it is, free insurance selling tips and a technique you
can put into immediate action.
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.
Watch for his new paperback book debuting on Amazon early this summer. It is
loaded with great insurance marketing and recruiting information.
In the
meanwhile come and get your FREE "Think and Grow Rich" Ebook by
Napoleon Hill instantly. The website address is
[http://www.agentsinsurancemarketing.com]
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