With autumn closing in on us, here are a few quick pointers to evaluate your current sales
approach and freshen up your techniques:
- Qualify first, engage later: The most successful agents know that there is no point in wasting time on prospects without the means or inclination to purchase a new insurance plan. By making qualification the first step in your sales pitch, you can save yourself time and effort better used on more promising leads. Make sure when you are contacting prospects you find out whether they are in a position to buy, or if they have any recommendations of others who may be looking for your services. Remain polite and friendly, but keep on topic and move on when you sense that the call isn’t going to go forward.
- Show the value: The best agents know that in order to make their sale they have to both know and show the value of their product to prospective clients. Before approaching leads, be sure that you have confidence in the packages you are selling and can identify what you can offer to them that will make their lives better. It’s up to you to impress upon them how great your product is, and create that desire in them to follow through on a purchase.
- Map it out: Every agent should have a script in mind when it comes to making a sales call, including a clear method of leading the prospect into the final sale. It’s easy to get bogged down in details or let your prospect defer until a later date, but the best agents know that with a specific map in place it is easier to move a sale along and get to those important closing questions in a timely manner. Have your closing strategy in mind before you pick up the phone and you will find it much easier to guide your leads toward your ultimate goal.
