Your Life Insurance Sales Training Program should Teach You " How To Listen and Ask Key Questions."
Why your life insurance sales training program should teach you "How To Listen and ask questions"
It is so important to ask the right questions and then shut up and listen. If you can get people to start talking about themselves and what they want and what their concerns are, it will help you set the theme for your presentation. When I say theme, this is the prospects hot button that you can then refer to through out the interview. As an example, let’s say you find out what their hot button is. Let’s say it is to make sure that his son or daughter gets a good education,(Mr. prospect, what college do you want your son/daughter to attend? Is that where you went?) or he wants to retire at 57 (tell me about your plans for retirement. What would you like to do?), or he wants his wife to stay home and take of the kids while they are growing up. With that mind you can then continue to refer to that theme (or hot button) through out that interview. “Mr. Prospect, can you see how this program will allow you to achieve what you want, and that is to make sure your wife will be able to stay at home and be a mom while the kids are growing up in the event of your premature death.” If you do not establish that theme, then when you get to the close, you will be trying to sell the prospect on what you think he/she needs verses selling them what they want. You will then spend a lot of wasted time during the close throwing out all kind of different reasons in hopes that they will buy your product. What do I mean by this? Since you never found what they really want to accomplish, and because your are in the insurance business, you continue to throw out solutions for different problems that you know exist, (cover your mortgage, income for blackout period, education funds, Retirement funding, wife insurance). But because (upfront) you never really uncovered their wants and discussed it in detail, and solidified it in their minds, you are now trying to now find a match. However, you now only have a 10% chance of matching a problem to your product a and 5% chance to make a sale.
In most cases you will walk out of the house without a sale. Why? Because you did not listen to what the prospect wanted and did not ask the right questions. This is why the confidential questionnaire was created. If your life insurance sales training did not spend a lot of time working with on this skill, then please spend some time on developing your questioning and listening skills. Click on our orange RSS button on the left side of this web pages to get ongoing updates to help you with this. Learn to listen.
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