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You Can't Sell Insurance To People Who Don't Want To Be Sold To |
By:
Cheryl A. Clausen |
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You Can't Sell Insurance to People Who Don't Want to be Sold to
Cheryl A. Clausen
But don't you waste a lot of time and energy doing just that? You could be selling more insurance in less time with less work if you just knew how. Focus your efforts on people who already know they want what you have. You feel rejected when suspects continually turn you down, but they aren't rejecting you personally they'd reject anyone because they don't want what you're offering. When you try to sell to these people it's foolish and self-destructive. The reason you do it is because you're focusing on trying to fill your appointment book instead of focusing on only meeting with people who want to talk to you about what you have to offer.
Whether you're communicating face-to-face, on the phone, or through any print marketing material you need to help your ideal client to go through a thought process that makes them want you to help them buy. To do that you need to understand your market and what they want and what they want to avoid. And you need to develop questions that help the prospect to make small continual "yes" decisions that have little if any risk until they get to the big "yes".
Start off by asking about something you know they don't want or don't like. A "yes" answer to that question allow you to ask them about something they do want or would like. Expand on that by asking something that helps them to discover how getting what they want might benefit them in other ways too. The series of questions you're developing is building to the final question that gets them to give you permission to talk to them or show them something about what they want. You must phrase this question correctly. Here's a generic example, "if I can show you a way to get (whatever they really want) would you be interested in learning more about that"? For example, "if I could show you how to fill your appointment book with people who've already demonstrated they want to buy from you would you be interested in learning more about that"?
Now that you've gotten them very interested and excited to know more you have to have a great offer to get them to take action. As you know the best way to help someone buy is to engage and involve them. So using that proven technique develop an offer that engages and involves them in their "yes" decision.
Have you ever met someone face-to-face who seemed to be very interested in you and what you have to offer, but the minute you asked for the appointment they backed away and gave you an objection or stall? Their response is actually quite natural and to be expected. Because the moment you went directly for the appointment they felt like they were being sold and no one likes to be sold so you actually hurt your opportunity for insurance sales success.
But this doesn't have to happen to you. You can develop an offer that is low risk and high value, so saying "yes" to the offer isn't even a decision. Your offer should help to deepen the relationship you've just initiated. An easy way to do this is to have a report you can send them, and audio with further explanation they can listen to, or even an event that you invite them to as your special guest. If you slow down a little bit you'll actually sell much faster plus you'll get far more referrals.
Author: Cheryl Clausen can help you get where you want to be. Check this out to see how your Sales Skills match up. You can succeed faster if you just had more time? Improve your Time Management Skills, look here. Don't reprint this exact article. Instead, reprint a free http://www.uberarticles.com/?id=15569&b=79 unique content version of this same article.
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Article Source: http://www.statssheet.com/articles/article61869.html |
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