Insurance Sales Training Managers try to push the tough spice approach for insurance sales presentations. However, the most effective sales presentations, start with a little spice, and allow the client to apply the sugar. Find out the secrets to using this effective sales training and presentation method.
When you start your insurance sales training, your unit manager stressed that you push, push, and push. This applies not only to cold calling to get leads, but also to acquiring sales presentations. Your prospects on the other hand have had thousands of sales people try to sell them on the spot or gain an interview. Prospects hate pressure, so when they are pushed, automatically their mind tells them to push back. This is regardless of how much the product being offering could benefit them. If they do not object right away, they will wait until the end of the sales presentation to could up with a truckload of objections.
How about unique insurance training advice that does not use the push approach? You probably would also not mind learning more about how to quit selling. Effective sales presentations use just the right combination of spice and sugar to make the prospect want to buy. If this sounds good, and your mind is receptive, continue reading. This is my personal approach with ordinary clients that was one of my main keys. It helped me in obtaining an over 90% closing ratio and become a multi-millionaire. All this with middle class clients.
Sugar and spice results in everything nice. A saying you should implant in your memory bank.
THE EFFECTIVE SALES PRESENTATIONS METHOD
It would be nice to be able to take an eraser and delete almost all the insurance sales training techniques you learned. Instead, you need to be convinced by examples before you mind will let you throw away all those bins of useless garbage. You first "secret" is being careful using yes and no questions unless you know the answer is going to be yes. Questions like, "If I could show you how much this product could be of value today, you be ready to buy it now? I can think of 20 reasons to answer no. Even today, when sales people give me that line it gives me the urge to kick them in the shins. Instead, I just walk away. Your second secret is to never apply pressure. Here is my alternative, in asking question techniques. You will see the secret of taking my question, and applying the answer I want to hear. Upon getting the exact answer I wanted, I congratulate the client as if the client originated the reply.
Example 1 "It really bothers me to see someone ends up in a state nursing home, how does it make you feel?" Prospect answers, "It hurts, my brother was in a state care facility for 3 years before he died and received poor care. Your right, I talk to so many seniors, and completely forgot about the poor care they receive. Certainly, it is a shame for them to have to lie all day in a bed where the staff commonly ignores them. I wished I met more intelligent people like you that are really concerned.
Comments 1 I started with spice, laying out a visually emotional scene.
My question, "how does it make you feel" would take a complete imbecile to give a cold uncaring answer. I then took the clients answer, and used spice and sugar. The spice shows concern about the situation I wanted them to have. My taste of sugar into saying I completely forgot their good point. Then I sincerely poured the sugar on by congratulating as being intelligent and concerned. As a result, the client sees me as someone likeable, knowledgeable and trustworthy. Three conditions required before a prospect will be from you. The compliments boosted their ego as working with someone on their level they would like to conduct business.
Example 2 "As you already know I believe in owning life insurance, but my clients often wonder how much life insurance they show own, what type, and what cost." "I am going to ask you, what I ask them, what are your feelings about life insurance and paying for it?" (I want to find out their emotion desire) Typical response: "We are concerning about making the house payments if one of us died, yet we don't have a lot of money to spend." My response. "I am glad how family orientated you seem in being concerned about keeping what you have to own." "Here is what I do for hundreds of families like you that are on a tight budget." "I show that a plan with basic benefits and a low cost, and also one with more options to consider at a bit higher amount." "Does it sound okay with you, if I show you two good options and then you decide which is best?" I never received a no answer to that question. If it did occur, I would have immediately as this meant a not sincere prospect.
Comments 2 Again I started with spice on the need for life insurance. Adding a little sweetener was telling them about many others being in the situation they are. Next, they gave me the emotion desire I needed to find. People buy life insurance for all types of emotional reasons, miss the right one and you miss a sale. I then congratulated for being concerned about their family. The money issue would have become an objection, but I turned it into a pre-sales commitment. By giving a choice of options, the pressure was released. I never asked for a money commitment, instead I brought them into the decision making process. I was not selling; instead, I was giving them the opportunity to buy. I was merely a consultant. However, I nailed down the sale when they agreed to decide which plan was best. Secret: The wife often chooses the higher price option.
In this article, you received advanced insurance sales training your manager could never give. Develop sales questions using the sugar and spices techniques. Your effective sales presentations will turn into more sales and more commissions.
