Ever wondered why other agents are selling more and you are not? You must be wondering what could be wrong, why you are not selling as much as others do while you were working so hard pursuing your insurance leads. There might be something amiss on your sales process. Although each agent has its own selling style, it would be better to come up with a flow that is known to close more sales.

Effective sales strategies start from having the ability to know when and where to ask questions. It is through asking questions that you discover more about your clients. Their practical, emotional and physical needs can be unveiled in simple conversation. Be in control of the selling process by asking the question first – avoid questions that are requiring only a yes or no answer.

Warm up Phase

Questions to build trust are asked. Compliment your client. Never mention that your client is a potential insurance lead that’s why you are there. This will scare your client. Build rapport to get your client to listen to you.

Pre-selling phase

Insurance sales leads do not say right there and then that they are interested in a policy. It is important for you to know what makes them interested in buying one. You can begin with, “Many clients like to buy products for various reasons. What makes you interested in this offer?”

Be vigilant in reacting to answers. Answers identify your next move. Usually, after your customer gives you the answer, then you can start presenting your products.

Presentation

After the two phases, you must have given your client the chance to talk more. From there, your products must be properly presented. It is best to make sure that your client understands the product.

It is important though to ask a few questions to make transitions smooth. You have now probably realized that when questions are not enticing enough, agents lost their prospective clients.

As you continue on following leads, your knowledge about applying techniques continues to flourish. You will learn to adjust and structure your questions to fit your clients’ personalities.

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