An insurance sale is a highly competitive career with many agents scrambling for their share of the market. Unfortunately, because of the nature of the industry, agents must work fast to make their pitch, and this pressure can add up to unintended missteps that can actually cost them a sale. Here are several of the most common pitfalls agents face, and advice on how to avoid getting caught in the trap.
1. Coming on too strong: Once you’ve got a lead on the phone, it can be tempting to get right to the point and start pushing your sale– after all, time is money. However, by putting the pressure on your lead with a litany of qualifying questions and fast talk right off the bat, you will only get their defenses up and make them more likely to look for a way out of the call. Instead, try to take on a relaxed, confident tone, and give your leads time to process the information you are providing. By working as a friend and advocate instead of seeing them as a target, you will put them at ease and make them more prepared to listen and respond positively to your pitch.
2. Faking the ‘friendly’: Yes, it is a good thing to project a friendly, personable tone when speaking to your prospects, but it’s possible to take it too far. If you’re overdoing it on the charm, or coming across a little too cheerful to be true, your prospects will pick up on this and become wary of your honesty and your pitch. Try and be as natural as possible when speaking with your leads; the more they can connect to you as a person, the easier it will be to establish a level of trust and move your sale along.
3. Failing to up sell: For many agents, once they’ve got their lead interested in a package they are wary about mentioning any extras that might make them come across as greedy or disrupt the sale. The problem with this is that if you don’t take care of all of your client’s needs, they will eventually go to another agent who can better provide for them. When making your sale, cover as many possible additions as you think may fit in with their needs, and give them the opportunity to say ‘yes’ or ‘no’. By giving them the choice, it shows that you are looking out for their best interests, and also lets them know what extras you can provide should they change their mind in the future.
