Are you putting in the work pounding the pavement, making the calls, and implementing fresh new marketing strategies, and yet you’re still feeling like you just can’t get ahead? Perhaps it’s time to evaluate your sales technique and figure out if there are some hidden reasons for your current rut. Here are a few areas to focus on during your sales “check-up”.
Do you have enough information? Do you find you go into calls blindly, or stumble over unexpected details when you are speaking to prospects or clients such as a change in their insurance needs, a question you are not prepared to answer, or a product they are interested in that you don’t have all the details on? Nothing is more of a turn-off to potential clients than an agent who seems uninformed or offers an “I’ll get back to you” instead of a solid answer. Before each call take the time to research and get to know as much as you can about your prospect and the competition you may be facing from other agents offering other packages, and have a list of prepared answers for frequently asked questions and concerns that you can address at a moment’s notice.
Do you understand their needs? When speaking with a client, do you find you focus on selling based on the package perks instead of the nitty-gritty details, or offer similar plans to a wide demographic? When it comes to insurance, prospects want to know that you are looking out for them as individuals and understand their specific coverage needs. Take the time to find out what is most important to your prospect and then work with them to find the best fit – once you know what their “make or break” requirements are, it’s a simple exercise to match them with suitable plan.
Are you boring them? Do you find that prospects often cut you off in the middle of your pitch, or interject the moment you pause for a breath? Your long-windedness might be your own worst enemy, and responsible for getting in the way of your sales. Try and jazz up you presentation with some persuasive examples to illustrate your points, give them compelling specifics such as how much they will save if they go with your plan, and speak with enthusiasm and confidence in your products.
