Want to know Insurance Selling Guidelines? Which are the Procedure for Selling Insurance? Below We are trying to listing guidelines to for Selling Insurance.
Be Better Prepared
If your inexperience makes you feel inadequate as a salesperson then find a way to get around it. Work harder, work longer, learn more about your products. Have an answer for every possible question. Read books about sales, listen to sales audio tapes, go to seminars about sales. Get in front of a mirror, a colleague, or a friend and practice your sales scripts, practice your rebuttals, your closes. Nothing comes to you. Prepare yourself and go get it.
Expect to Live In the Trenches
Selling insurance is hard, hard work. Insurance agents you see with big houses and nice cars playing golf around the world didn’t get there overnight. They sold and sold and sold. And sold more. It’s the only way to become super successful in this business and if you want to be successful you’re going to have to do it too.
Become a Marketing Expert
You can’t rely on the agency or carrier you work for to come up with all the marketing ideas and generate leads. You’re not just a salesperson, you are a marketer.
Don’t Spew Features
When you’re new to selling it’s common to focus on product features rather than benefits. At some point you learned all 10 features of a product and you’re anxious to prove your knowledge by telling customers about all 10 of them. Unfortunately they don’t care about all of them. There’s maybe one or two features that interest them and you’re better off asking questions to identify the client’s needs so you can explain how your products will satisfy those needs than trying to explain everything. Don’t spew features on your clients; identify their needs and satisfy them.
Don’t Use Jargon
Nothing says bad salesperson more than using jargon to someone that doesn’t understand it. When you’re new, you have a unique advantage of being able to relate to clients as an outsider. People will actually relate better to you if they feel like you’re still on their side. You haven’t crossed over to the insurance salesman side. Don’t use jargon, it only makes you look like you’re hiding something.
Recognize and Act on Buying Signals
I’ve witnessed a lot of new salespeople shoot themselves in the foot because they didn’t know when to shut up. When someone is ready to buy, let them do it. If it’s that important to explain everything then go ahead and do it, after you get their signature and a check.
Don’t Sell on Price
If you honestly believe people only buy on price then quit today. You are in the wrong business and the industry doesn’t need you. You are not going to survive with a bunch of price-checkers. The entire industry will suffer if you don’t get out now.
Embrace Your Youth
Be crazy. Be reckless. Be passionate. Be young. No one ever had a mid-life crisis and became an insurance salesman. Don’t be afraid to breathe some life into this business. Smile. Laugh. Be fun.