Just Ask: Techniques to Help Close More Insurance Sales
Making a sale is a delicate task – any agent knows that. If you know how to make a great pitch, strike up a good relationship with a prospect and follow up with that person effectively, you also need to know how to tell when a client is ready to close the deal.
Let’s be realistic: It’s highly unlikely that a prospect will ever come right out and say “Sold!” to you. It’s your job as an agent to be able to read into what a client is saying and tell whether they’re giving you an “in” and when they’re saying “yes,” even if that specific word isn’t coming out of their mouth.
Speak Once, Listen Twice
The one thing that all good agents have in common is effective listening skills. That means more than just hearing the words your customer is saying; it’s more about your ability to process the information and adjust what you’re saying to answer the client’s questions and ease their concerns. Think of it as active, rather than passive, listening.
Related: Already a NetQuote agent? Check out video tutorials for closing more insurance sales
Each customer is different, and you’ll encounter a variety of attitudes and responses as you make your pitches. Because of that, you’ll need to practice different approaches; over time, you’ll be able to adjust to the type of customer you’re talking to on the fly. Personalities range from the “know-it-all” to the “you-tell-me” and you need to be nimble enough to identify your clients personality, mold your attitude and sales pitch, then execute the appropriate tactic to close the insurance sale.
Here Comes the Pitch
One of the most important things you can remember is to not get hung up in the process of making a pitch. You might have worked long and hard to get it perfect, but you need to listen to the customer’s reaction to the pitch. He might indicate that he’s ready to make the deal even before you’re done. Practicing active listening will help you hear him out and avoid making the mistake of burying him in information he doesn’t necessarily want, which could turn him off.
For instance, if someone tells you that an insurance policy looks good, but he’s not ready just yet, don’t let that sale slip away. While the client might need a bit of time, he’s telling you that he’s interested and likes what he’s heard. Be respectful of the client’s wishes and follow up diligently to close the sale.
Similarly, if a prospect seems to want to get off the phone but requests more information, he’s giving you an opportunity to close the insurance sale. Don’t let it slip away; provide the information he’s asking for and continue to follow up.
However, remember that not every pitch will give you the results you’re hoping for. Some sales just won’t happen, and that’s OK. Stay savvy and respectful of your prospect’s wishes, and show your dedication by following up at a later date. Closing more insurance sales does not always mean pushing hard on the prospect to get an answer. Sometimes knowing when to respectfully walk away can be just as powerful. Insurance prospects appreciate that you can respect their time and may remember that when they are up for renewal.
If you think you’re close to a sale but still aren’t hearing the client ask for it, don’t be afraid to ask for the sale. There are a lot of different ways to do so, and you’ll have to adjust for each unique situation. In one case, you might agree with the client to send information in the mail with a pre-filled application, along with scheduling an in-person meeting. In another, you might tell a client you’ll send them a proposal to review, while also setting up an in-office meeting.
Sometimes leading the way the only path to making a deal happen, and a client might even be relieved that you’re asking for the insurance sale, rather than waiting for him to make the request.
Did you secure the sale? Don’t forget to try cross-selling if the opportunity permits.