Life Insurance Sales Tip 
"Wants verses Needs"

Insurance agents, this is your help website.
Each topic page on our website is a mini training experience.

Click on your topic of interest using the nav bar on left side of page


Understanding how people think!
People buy what they want, not what they need.

Understanding this life insurance sales tip as to "why people buy what they want, not what they need" is a very important part of your communication skills. Until an insurance agent accepts the reality of this statement, they may continue to struggle when it comes to closing sales..

No logic:
Yes, we both know that they need the insurance that you showed them and they understand why they need it, and they even agreed they need it, but they did not buy.Why?

We also know that you will go back to the office and tell your manager about the interview. You will tell him that you can't understand how your client can be so stupid, when they even agreed with you that they should buy the policy that you showed them, but they still did not sign on the dotted line.


Why do you think this happens?
The answer is really simple,
(people buy what they want, not what they need.)

And until you, as an insurance salesperson, can accept that fact and learn how to create a want, on top of the need, you will continue to lose a lot of sales.

I remember trying to recruit a young  man in my early days of agency building. He would have been pretty good, but when it came to the part of working evenings, he told me playing softball in the evening was more important, and he elected not to come on board. His wants, playing soft ball-at that time, were more important than making more money and developing a career.

It took me a number of years to realize and understand this fact. When I finally accepted it, I then started to create ways to make people want insurance.

Here was one example I used. It was called the (How rich you will be concept.) "I would tell people that it is a known fact (which it is) that a persons success in life seems to be determined by the amount of life insurance they own."

The first time I used that concept, the young gentleman told me he planned on being a millionaire and he actually bought a million dollar term policy from me on the spot.

The key is learning to paint word pictures and sell concepts. Learn more about this concept.

I hope that this life-insurance-sales-tip-wants-verses-needs, give you a much clearer understanding of why you have lost some sales.


Have a great day...Ted



Click here for Free Industry Resources

Wants vs. Needs

New! Comments

Have your say about what you just read! Leave me a comment in the box below.
Monthly Newsletter Free
Please add me to your
e-mail list so I can receive all new updates on selling and recruiting. See all back issues
Insurance Forum
Ask questions
Get answers

How can we help you?


Total Hits On Our Website

Follow Us 

Follow us on Facebook
Check out our Linkedin site
View our You Tube Videos
Follow us on Twiiter


Our most popular Self Help e-books
Exclusive to our readers
Prospecting problems. Get your Prospect or Die E-Book today
Problems with closing a sale. Get your Mastering the Art of Closing a Sale E-Book today
How to use Opportunity Meetings to Maximize your Recruiting.
Introduction to Agency Building. An e-book for entry level managers
Agency Builders
Looking for proven and tested concepts. View our Agency Building Manual.

More free resources and helpful selling tools
Six Free Recruiting Tips. Click here
Check out our Selling and Recruiting Video Library.
Selling requires strict discipline. Click here for five (5) free behavior management coaching videos from Bob Davies.
This is the Q.R. code for this website. Use your smart phone to scan.

Today's Top Picks for Our Readers:
Recommended by Recommended by NetLine