|
Increase Your Insurance Sales Through Questions |
By:
Cheryl A. Clausen |
|
|
Increase Your Insurance Sales through Questions
Cheryl A. Clausen
Maybe you aren't asking the right questions in the right order for the right reason? Asking the right questions is definitely a skill and the best sales people are very adept at it. Most sales people ask the easy questions that don't promote their sales success. Are you asking questions that you could easily already know the answer to? If you are that's a big and annoying mistake. Contrary to popular belief not all people just love talking about themselves, and business owners and upper executives have no patience for educating you.
Another mistake sales people make is asking questions that aren't pertinent to the sales conversation. You think those questions help you to get the other person to open up to you, but in reality they may just be annoying the other person. They didn't give you an appointment so you can waste their time so don't.
How much time do you spend on background questions rather than questions that help both you and the prospect to gain clarity about their problem? If you aren't one of the top sales people you probably ask mostly background questions when you really should be asking more questions about problems. You're probably a little afraid that the prospect won't want to share the answer to these questions with you, but you're wrong.
A sale happens because the buyer has a perceived problem, and they believe your product or service is the solution to that problem. This is true for all purchases from high end seemingly unnecessary services to commodities. The main difference is that a buyer will purchase a commodity with little if any thought, but they will not purchase an expensive product or service as easily.
That means both you and the prospect must have clarity about the prospects perceived problem. The prospect may have agreed to meet with you because they are just in the beginning stages of gathering information to determine if they really want to make this purchase. Your job is to help them to find out exactly why they want to make that purchase, and why they want to make that purchase now.
After you both have clarity about the perceived problem then your questions need to take the prospect beyond the problem and expand on how your solution would benefit them in ways they may not have thought about. The prospects motivation to buy increases as you to this because this sales technique helps them to become emotionally invested in the purchase. Plus you're helping them to develop the logical reason for making the purchase now. There's one more step though that you have to make in your questioning process.
Finally you have to help them determine how your solution is really more valuable to them than the money you're asking them for in exchange. As you expanded on how your solution benefits the prospect in ways they hadn't thought about you began uncovering this on at least a qualitative level. Now through your questioning help them to quantitatively determine the value of your solution. As soon as they realize that the value of your solution is less than the money you're asking for, you have a sale.
About the author: Cheryl A. Clausen can help you get unstuck. Enhance your http://business-coaching-for-agents.com/sales) Sales Techniques, get her free analysis. Increase your sales today through http://business-coaching-for-agents.com/MbrSales) Sales Coaching, look here. This article is available as a http://www.uberarticles.com/?id=25161&b=79 unique content article with free reprint rights.
|
|
Article Source: http://www.statssheet.com/articles/article61386.html |
|
|
|
|
|
