Congratulations! You’ve made it to the final stage of the insurance sales process: closing the deal. This is where you’ll need to put all of your skills to the test in order to seal the deal and make your commission.
But simply presenting the facts and figures isn’t enough. In order to close an insurance deal, you must also be able to connect with your prospect on an emotional level. You need to show them that you understand their needs and that you can provide a solution that will improve their life.
Here are some tips for how to close an insurance deal the emotionally intelligent way:
- Ask if they understand what you’ve presented: “How does this sound so far?” or “Is this making any sense?” What exactly did you hear? The tone in people’s voices is something we often neglect to take note off, but it can be an incredibly valuable clue. Was their answer hesitant or confident-sounding.
- Check to see if they understand the policy benefit you’ve offered: Probe their understanding of your proposed insurance coverage. If not, explain it again using different words. However, even more important is checking to see whether the benefit is meaningful to them. Ask: “Do you see this working for you?” or “How does this address the risks you and your family face today?” Confirm that they don’t have any other questions or concerns.
- Once you’ve addressed all of their questions and concerns, it’s time to close the deal. But before you do, make sure you haven’t left anything on the table. Ask: “Do you have any other financial risks or worries I haven’t addressed?” or “Is there anything else we should discuss today that we haven’t already?” Now is the time to get them to commit to taking action. Say something like: “Let me help you get started with this policy today” or “I’ll get the paperwork started and we can go over it together.”
Quick and Easy Sales Guide.
Keep this list of sales tips next to your phone for quick reference. After a few times, it will become second nature. Always be Closing The Emotionally Intelligent Way:
- Ask if they understand what you’ve presented: “How does this sound so far?” or “Is this making any sense?”
- Probe their understanding of your proposed insurance coverage.
- Confirm that they don’t have any other questions or concerns.
- Get them to commit to taking action: “Let me help you get started with this policy today” or “I’ll get the paperwork started and we can go over it together.
- Remember, in order to be a successful salesperson, you need to listen more and talk less.
Don’t forget to be sincere – Easiest way to put your customer at ease
Have you ever stopped to wonder what your insurance policy is thinking? If policies could talk, what would they say? Pretty deep stuff, right? But in all seriousness, this is what you should be asking yourself about customers and what they are thinking. They’re worrying about the ins and outs of a policy, wondering things like: Is this worth my money? What’s the policy’s track record? Do other people think it’s necessary? Are there any gaps in coverage? Will the company raise my rates unexpectedly? Will they actually pay my claims when the time comes? If you can address these concerns head-on, you’ll be well on your way to closing the deal.
Establishing sincerity is an important part of any insurance policy explanation. When you let your clients know that you have the same policy, they are immediately more trusting of the product. This is because they know that not only do you have first-hand experience with the policy, but you also believe in its necessity. Establishing this trust is vital to convincing them that the product is worth their money. However, it can be difficult to establish trust with consumers globally.
According to a recent survey, people are more likely to trust supermarkets, banks, and car manufacturers over the insurance industry.
This means that insurance agents, brokers and customer service reps need to find new ways to establish trust with potential customers. One way to do this is by having close experience with the policies and explaining this to clients. This will help them see that you’re sincere in your belief of the policy and that they can trust you to give them accurate information. Establishing trust is an important part of selling insurance as well as retention of existing clients, and it starts with being sincere about your own experiences.
So there you have it! You’re now an expert in asking questions and listening to solutions. Well, at least when it comes to insurance. Be sure to use these tips in your everyday interactions, and you’ll be well on your way to making those numbers on a daily basis. And don’t forget, always put your customer first by focusing on their needs. After all, they’re the ones that matter most.