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Approaching Prospects - Insurance Selling and Sales Training Tips.
What is the one word that can help you sell
more life insurance and set more selling appointments?
 As
you know, the most important part of the life insurance selling
process, or for that matter, any sales process, is getting in front of
people and telling them your story and sharing
ideas with
them.
We can only do this by
stimulating a persons mind with new ideas and fresh
concepts so that they will want to hear what we have to say.
Discover how using
this one word
can help you unlock the customers mind and open the doorway
to selling more life insurance and setting more appointments.
So is there really one word can help do all this.
Do
you really want
to hear more about this idea?
Okay, how is this one word suppose to help me set more life insurance
selling appointments?
Let
me explain. Here is what most insurance agents usually do when
they contact someone and ask them for an insurance selling
appointment.
They will usually say: Hello Mr. Prospect. I would like to get together
to talk about your:
- Financial plan,
- Mortgage insurance,
- Children insurance,
- Retirement plan,
- etc.
Whether they realize it
or not, by using the above approach, you are creating what I call "a tunnel
vision approach."
What
do I mean by a tunnel vision approach? Quite simply, it means
you are being topic specific and created
a single topic approach.
By doing so, you have limited
yourself to a specific audience.
Learn more about the psychology of communication.
 Example: Lets say you call
up a prospect
and say Mr prospect I would like to talk to you about insurance on your children.
And lets say this person has no children...What happens next?...Click..dial tone. Yup, they hang up
or say no Thanks. Where can you go from there? No where.
Replace that approach using the word mortgage insurance, and they
are renting an apartment...Click..dial
tone again.
My
point is that you need a word that will create an open mind. A word
that invites exploration. A word that covers an entire insurance
selling spectrum and a word that does not limit
your audience to a tunnel vision approach.
Believe
it or not, there is one universal word in our vocabulary that can
create this full spectrum approach, and more. It also opens
peoples
minds and stimulates imagination. This one word is used by successful
people in just about any profession when they want to get to meet someone to
discuss a new concept or a new opportunity.
So
what is this magical four letter word?
It is the word "IDEA" You
will note that I refer to this word "idea" several
times in the beginning of this article. How did you react to reading
the above information with the word idea
in it. Did you want to learn more about what we were talking
about. Did
it create an invitation to explore. Was it positive or negative in your
mind?
*Here
are some examples:
Mr
prospect, I would like to talk to you about some ideas that
may help
you guarantee your family's future. (Vs..talk to you about selling
insurance, disability insurance, life insurance)
I would like to
talk to you about some ideas on how to make sure your family has a way
to maintain their lifestyle for a few years in event something
happens
to you or your spouse. (vs.....I want to talk to you about some
mortgage insurance)
Mr prospect, I would like to visit with you
about some ideas on how to save and accumulate money on a tax deferred
basis and if nothing more I would like the opportunity to meet you, (vs
talk you about IRA, 401-k etc.)
I would like to visit with you and you spouse about some new ideas on
how to maximize your retirement saving portfolio.
People
like to talk about ideas.
They do not like to talk about life insurance. As we all know,there is
some type of stigma attached to the word life insurance.
Here
is example of my phone calling approach I used:
Mr
prospect I would like to get together with you and share some ideas on
accumulating money and providing financial independence for you and
your family. and if nothing more I would like the opportunity to meet
you. Is a daytime or evening appointment better. The object of my first
meeting with you is to only see if we have anything in common that may
be of interest to you.
Think
about what I just shared with you. Most people are willing to
listen to ideas but
less interested in talking about insurance, dying, retirement,
etc.
Once I learned how to incorporate the word idea
into my phone calling and selling interviews, it added a whole new
approach to my way of thinking and contacting people. Give it a try,
you might like it.
Selling
insurance and setting appointments requires knowledge of: concept selling and painting word pictures.
Footnote:
I want to clarify that I was never ashamed or felt disheartened that I
was a life insurance salesman. In fact, I was very proud to be able
to show people how to create
money in the event of the loss of a breadwinner. Remember - we
are selling money to people when they will need it the
most.
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