Selling Strategies for Life Insurance

In order to be a successful salesperson, you need to know your product well and keep your sales techniques fresh. There are many people and products competing for a limited amount of money and customers. You shouldn't abandon your fundamental sales strategies, but neither should you refuse to keep an open mind to new methods and approaches to sales.

Partnering

With a complex subject like life insurance, no agent can know everything, all the time. Partnering with other agents can ensure that your customers and potential customers get the information they need as fast as possible. If you partner with other agents with various fields of expertise, when you don't know something, you will be able to refer the client to someone who does, and who is working in your corner.

Customer Service

Take on the role of advisor rather than salesperson. Instead of meeting a client with the intention of selling them what you want, meet the client with the intention of selling them what they need. Don't do all the talking. Ask questions about the customer and her family, and listen to what the major financial concerns and problems are. Then you can offer products which best meet the family's needs, and cost becomes secondary to financial protection and security.

Finding the Money

Another technique which can help you to make more sales is helping your clients find the money. Almost no one thinks they need life insurance until trouble happens, so funding it becomes low priority compared to rent, mortgage, car payments, tuition, and a host of other concerns. However, if you can tactfully help the clients find ways to purchase something as beneficial as life insurance without going without in other ways, your chances of making a sale grow strongly. Ask questions about expenses and try to see easy and relatively painless ways to help your clients establish financial priorities.

Keep It Simple

Overloading your clients with too much information will probably lose you sales. Most people feel they have too little free time already, so spending it reading 50-page life insurance reports and listening to lengthy sales spiels are more irritating and off-putting than engaging. If a customer asks for more information, by all means give it to them, but don't keep piling it on. In the end, the question most people are most concerned about it, "What am I going to get out of this?" Explain this quickly and clearly and you stand more of a chance of closing the sale.