Sales Techniques to Overcome Insurance Sales Objections
Cheryl A. Clausen
Do you get off track after a poor sales conversation spending time and energy crying over spent milk? What do you do immediately after a sales call that doesn't work out? Many salespeople call time out. A time out may be exactly what you need. It's how you use that time out that provides a benefit for you.
During prime selling time it's not uncommon to find salespeople sitting in the local coffee shop reading the paper. A poor sales conversation can be really upsetting even demoralizing. You need time to regroup before you head to the next one, so you don't have a repeat of the previous experience.
While the experience is fresh in your mind it's the best time to actually learn from the experience, and make adaptations so you don't repeat it. In all likelihood you got a stall or objection, or you just didn't connect from the start and never had a conversation with the other person to begin with. If you're going to get value from this experience there are a couple things you need to do.
Where did things start to go wrong? When you don't connect ask yourself if it was because: you didn't know enough about the prospect before the appointment, you didn't adapt your communication style to one that was more comfortable to the prospect, or because you tried to sell the prospect. Another common reason you didn't connect is because you failed to listen to what the prospect was saying.
When the prospect doesn't understand the value of your solution you can expect to get a stall or objection. This happens because you either don't understand the buying process, or you need more practice helping buyers through the discovery process. All is not lost.
List all the stalls and objections you know you'll get or could get. Here are some common general objections:
I can't pay for this This sounds too hard I need to take care of this first Call me back in six months I need to look around.
Keep going until you've listed every stall and objection you can think of. As you look at each one come up with an example or story that acknowledges the objection or stall. Relate the story in a way that makes your point point and removes the objection for the prospect.
Engaging the prospect with stories is a non-threatening way of getting the prospect to look at things from another perspective. Stories help people to gain a better understanding, and they increase your connection. As you spend time replaying the conversation and thinking of ways you can adapt your behavior in the future you'll start to regain your confidence. You'll get fired up for the next insurance sales conversation, and you'll be much better prepared.
Author: Cheryl A. Clausen can help you get where you want to be. Look here to see how your Sales Skills measure up. What if you just had more time? Enhance your Time Management Skills, check this out This and other
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