Insurance Agent Advice – Increasing Sales by Disqualifying Prospects
Great insurance advice should be centered around methods for easily increasing sales. A shared misconception is that having more prospects method you automatically should sell more insurance. When you learn to disqualify prospects without difficulty it makes you a stronger closer. Here is how it works.
PAIN OR GAIN Of all the emotions that commit people to buy insurance, pain and gain are the most effective in selling situations. An old saying is “no pain, no gain.” In sales you have a choice closest starting with trying to acquire a sales rule. What main emotion will you will focus on. Fear is such a large part of many peoples’ lives Relieving possible pain is the strongest motivation to buy your products, making them feel better. People prefer pleasure, avoid pain, and would rather be comfortable. It is easier to visualize pain that it is to wish gain.
INEXPERIENCED INSURANCE AGENTS EMOTIONS Many learning salespeople are so fearful of the pain of losing the sale, the prospects see the salesperson’s emotions clearly. They abide the sales person and no sale is completed. The sales person’s emotion must be to gain and to fully rid all the fear of a painful loss. How many times has a newer sales person stopped his presentation, before already starting a closing attempt and left? Unlike insurance sales professionals they are afraid to disqualify the prospect early on. Disqualification of the prospect takes extraordinary discipline on the part of the sales representative. Most sales people rush into their presentation as a safety net. They have no idea of the prospect’s emotions, or if he is motivated to take care of them. Nor do they question if the prospect can provide the product being offered.
HOW EXPERIENCED INSURANCE AGENTS DISQUALIFY PROSPECTS. A seasoned salesperson does not like to spin his wheels when there is an abundance of people who are willing to buy. If a rookie gets 12 leads, he is going to try to sell everyone, push for appointments, and push for sales. He spends all week to trying to accomplish making one or two sales. Give the experienced pro 12 leads and if he makes 4 sales what is the difference how many he disqualified before giving a complete presentation to? PLENTY. Time is money, he may have disqualified 7 of them by phone and only gave 5 presentations. This left him plenty of free time to prepare for the upcoming week and manager his present sales buyers.
STOP SIGNS TELLING YOU NOT TO PROCEED Early in the interview you must observe and ask questions to disqualify the prospect before you start your presentation. Here are some of them.
1. If you are going to the prospects house, and see the house in get disrepair, present price of buying up front
2. Should one of the two prospects refuse to join the conversation. Pack it up and leave, you don’t need “I’ll call you after I explain it to him and we talk it over”
3. Maybe you really do not have the right product for them to buy. You don’t need next day buyers remorse.
4. You prospect tells you he is in a rush and to just get to the bottom line. Either you stay in complete control or leave.
5. Can your prospect buy right now if your product fits? If you can’t walk out with the payment when you don’t have a prospect.
6. How is the prospects temperature? If he shows little interest, you should show lots of interest in quickly leaving.
Far too many sales training programs press product or service features and selling benefits. All fine, but first possible buyers want the sales person to first listen to and understand their problem. This is chief time for the sales rep to ask what they have done already to try to fix it. Are they ready now for to look at your solution? If not congratulate yourself on being able to disqualify a prospect. Your detective work paid off giving you more time to sell the real qualified prospects.
Disqualifying prospects is a smart may of increasing insurance sales. Trying to get non buyers to buy is not.