TROMPYX

Selling more Insurance policies isn’t about revealing new areas of coverage. Even calling and simply offering prospects won’t necessarily get you the sale. After all when you open up with a discount your prospects will think there are even greater discounts on the horizon! Starting conversations off with aspects about new areas of coverage or discounts puts you in trouble in the very first minute.

The first minutes of a conversation aren’t for rapport building. As the valuable seconds tick by on the clock you don’t need to find something in common or even ask about their family. The first few minutes a phone call (at least when you actually want to get the sale) are designed for you to pique interest and have the prospect identify you as an expert.

Getting someone to identify you as an expert in the insurance field isn’t about telling them how many policies you have sold. There isn’t a magic insurance sales script that you can insert your years of experience to get the policy sale either. Prospects don’t care about you and since you aren’t a lawyer or a Doctor you have to work a bit harder for them to see you as the expert that you truly are. Most insurance professionals fail on the phone because they try to prove to the customer they know more about insurance than they do. They try to “wow” prospects with their knowledge of options and amaze them with in-depth knowledge. Telling a prospect how much you know would be like your doctor giving you a speech about your lungs when you are just coming in for a simple check-up…totally unnecessary!

Instead of telling your prospects how much you know I invite you to consider a different approach. This approach will have you transforming your traditional insurance sales scripts into questions. Not just any question will do, it must be an interest piquing question to get the attention of the prospect. An interest piquing question has 3 elements to it.

1. Area of interest - An interest piquing question should be one that is applicable to your prospects needs. If they called on life insurance you should be able to ask a question that relates to them and their goal of getting life insurance. Don’t ask a generic insurance question, focus on something specific to their area of interest and you will get them listening to your every word.
2. Compels the prospect to want more - Many questions fail because they are too simple. I am not suggesting your questions be long and boring; however, they should pique the interest of the prospect to want to find out more. Your question might even challenge the entire industry. Consider something like “were you aware that 80% of people buy too much life insurance?” A question like that shows you aren’t trying to sell them more and compels them to find out HOW they can avoid buying too much insurance.
3. Leads them to the next step - When you ask the right questions the prospect should be led easily to the next step in the sales process. For some agents that means meeting in an office for others that means filling out an application on the phone. Ask the right questions to get them to the next logical step in your process.

When your insurance sales scripts focus on areas of interest, are compelling to the prospect, and lead them to the next step you will be on your path to doubling your insurance sales in as little as 1 week. Discover the shortcut today with 67 interest piquing questions revealed in a FREE 5 day course (yes you can skip ahead) – www.QuestionsThatSell.com

Todd Bates is a national Marketing and Business coach. Through his programs, such as Todd Bates Systems, he shares innovative systems to help businesses owners and sales professionals dramatically grow their sales.

His systems cover a broad base from sales conversion to marketing on a budget. The strategies that he shares have enabled him to net over 1 million dollars a year since the age of 24.