There’s no denying it – working as an insurance agent involves a lot of sales. With a multitude of product offerings potential cross-selling opportunities, agents need to know how to be successful salespeople.
There is an abundance of books and programs out there that promise to make you a sales guru in no time. While many of them are reputable and will certainly improve your sales game, it’s also essential to master the basics. Before you run, you need to be able to walk first, right?
Here is a list of characteristics and tips for sales success as an insurance agent.
1. Always Be Prepared
Take the time to prepare for your sales appointments. Have answers to potential questions and objections ready and identify any potential hiccups before the call/meeting. Mentally, you should be eager and motivated to sell.
2. Know Your Numbers
How many calls does it take to get a qualified lead? How many appointments and follow-ups convert to sales? Know your numbers so you can improve and challenge yourself to break your own records.
3. Be Sincere
If you are truly sincere in wanting to help customers, it will show. If you’re solely selling to make as much of a commission as possible, it will also show. Your prospects will let their guard down more easily if they know you’re really in it to help them.
4. Believe In Your Product
Make sure your conviction is evident when speaking to buyers. Have confident answers and detailed information prepared during sales appointments. Be able to compare and contrast similar offerings and make your prospects feel strongly about one.
5. Be Punctual
Nothing sends a message like being late for a meeting. Don’t eliminate your buyer’s confidence in you before the discussion has even started! Always aim to be early and make a strong first impression.
6. Qualify Your Buyer
This is a basic sales golden rule. Don’t waste time selling to a prospective client that potentially doesn’t really need or can’t afford a certain product. Not all insurance is for everyone!
7. Be Persistent
Do you give up at the first sign of doubt or apprehension? Use objections as a challenge! Don’t be pushy, be persistent.
8. Sell Benefits
Show your clients exactly how a policy will benefit them with specific examples rather than selling the highlights of the product.
9. Keep Your Promises
Nothing seals the deal like keeping a promise and following through. Customers greatly value agents with high integrity and honesty. Never make a commitment you can’t keep just to try to make a sale.
10. Find The Real Objection
It may take some digging to find the real reason a client is uneasy, but you’re much more likely to be successful once you find the true culprit.
11. Be Memorable
How will you leave a positive impression with your prospect? You want them to talk about you, and in a good way. Be creative. Set yourself apart from other agents they may have also spoken with already.
12. Build Long-Lasting Relationships
The most critical part of the sales process if building a long-term relationship with your prospective client. Always keep this at the forefront of your mind. Without trust and rapport, there is no sale.
While this is not an exhaustive list of sales success tips, these recommendations will assuredly improve your sales mentality as you put each into practice. Successful selling takes continual learning, application, and review.
What’s your favorite advice for sales success? What other valuable tips could we have included on this list?