4 Sales Tips For The Growth-Inspired Insurance Agent
Selling insurance, or for that matter selling anything, can be a challenging and sometimes frustrating experience. Part of the reason for this is that you will make contact with many more people than you will actually convert, even if you are a top-notch sales agent. Rejection is simply a part of the game, and many times, it has little to do with you. But today, we’re going to look at the things you can control. The sales tips we have put together are by no means comprehensive, but they should get you off to a great start with each insurance lead that comes your way. Here goes!
- 1. Start your day on the wrong foot — that’s right, we said ‘wrong.’
It may seem like an unusual thing to say, but starting your day off on the wrong foot can actually put you on the fast track to success. Allow me to explain. Say there is something that you HAVE to do related to your business. You’re dreading it and every part of you wants to put it off until tomorrow or next week or never, but it HAS to be done. One of the best things you can do is get it out of the way. Make peace with the fact that it will be unpleasant and may not have a single thing to do with sales, but once it’s done, it’s done. With the unpleasant part of your day behind you, you can look to the rest of the day and the rest of the week feeling energized and ready to approach those leads with vigor and pep.
- 2. Determine that you have the best product.
In a classic episode of Seinfeld, George Costanza (Jason Alexander) is trying to help Jerry beat a lie detector test. His advice: “It’s not a lie if you believe it.” While no one is telling you to go out there and lie to your customers, it is important that you convince yourself the product you’re selling is the best on the market. After all, if you don’t believe, then how do you expect a prospect to? Whether you start out this way or not, you have to reach a point where you look at the offerings and determine that it’s the best available option. To get there, you should be keenly aware of the features and benefits of the policies you’re selling, and you should be committed to leaving your own value impression on it. In other words, determine what level of service you can bring to enrich the product in a prospect’s eyes and bring it!
- 3. Relate to your prospect.
Really listen to what your leads and existing customers say. You never know when it might come in handy, whether that means converting a fresh lead or selling an additional policy to an existing customer. Anything you can do to personalize your contact with a prospect can only help your case, so if your customer makes some mention of a concert they’re going to or a parent-teacher conference they’re attending, find some way that you can relate. The key to doing this effectively is not to cookie-cutter it and seize on any personal detail you can, no matter how un-relatable, but to actually find connections between you and the customer and exploit those in a way that feels natural.
- 4. Write down personal details about your prospect.
As an extension of tip three, consider writing down personal details about your prospect in a journal or typing it in a spreadsheet for future reference. This is a great step for helping to establish an ongoing rapport.
Selling isn’t easy no matter what profession you’re in, but if you take an active interest in your prospect, establish protocols for how to remember personal details, find your passion for the product you’re selling, and clear your slate to focus on the impactful areas of your business, it can yield great results.