Probably many agents have this question in their mind, "How do I sell life insurance real fast?' Some agents also like to know if there are ways to make the prospects sign up without hesitation.
In fact, we have to be fair to the prospects, every prospect has the right to think and make informed decision.
We should not deprive them of such right by rushing them to commit to something they are not completely certain about.
The key lies in "Trust".
Trust is one of the most important elements that must be present before any business transaction can take place.
Without trust, a prospect is not keen to continue any further conversation or discussion with any sales person.
Sales can never materialize if there is a stumbling block in between the 2 parties.
There are 3 types of trust that come into play: (a) Trust in the agent It is the agent who decides whether a prospect should trust him or her.
People form impression based on appearance, voice, attitude and body language.
A sales person, with or without his knowledge, is always evaluated by the prospect.
Sometimes, a little thing may mean a lot in the eyes of the prospect.
Punctuality, attire, a smile or a frown on the face emits a lot of messages.
A simple gesture or minute movement tells the prospect lot more than what words can express.
The credentials in terms of professional qualifications still count.
An agent has to look for every single opportunity to earn the trust.
Trust is like house of cards.
It takes a lot of efforts to build trust but one simple act to destroy it.
At the end of the day, it is your honesty that makes a prospect trust you.
If you genuinely place the prospect' interest before yours, your sincerity will prompt your prospect to make the purchase.
Your sincerity speaks louder than your words and actions.
(b) Trust in the insurance company Your prospect would like to know the background of the company you represent.
It is probably an advantage if you represent a household name.
You may still like to highlight a few things about your company particularly the strengths of the company.
It is vital to let your customer have some ideas about the background and history of your company.
A corporate presentation is a very effective approach to tell the stories of your company.
It helps if you can enhance your corporate presentation by using multimedia presentations if the situation warrants you to do so.
A visually appealing presentation helps set your company apart from the rest.
Your presentation can contain relevant data or statistics and corporate information that are useful for your prospects to form a favorable image about your company.
Every prospect prefers to deal with organization that value professionalism.
(c) Trust in the benefits of the products Essentially, customers want to know what is in it for them.
They want to know how the insurance plans work and what benefits they can derive from the plans.
People want to feel important and they want to know whether the plans can help overcome their unique problems.
Before an agent presents the benefits to a prospect, the agent must discover the prospect's needs and priorities, their issues and concerns and what they value most in life.
Look for words that carry special meaning in their life.
By incorporating those magic words in your presentation, they feel as if they are connected to the products you offer.
They feel this product is exactly what they want.
They may soon ask you how much it costs.
Let them know the consequence of inaction.
Make them see the potential loss they may suffer if no decision made.
Sometimes, people are driven by pain than by gain.
It is human nature to take immediate action to protect what they have right now than to pursue something they have yet to own.
Take away their fear by informing them that every policyholder has cooling off period or can enjoy free look provision.
They can still change their mind after making the purchase.
On the other hand, they have coverage during the free look period.
Conclusion Trust is an integral component in any business decision.
Trust is especially important in life insurance where a prospect has to consider the fact that life insurance is a long-term contract and they must be able to commit themselves over a long period of time.
There is no shortcut in selling, there is however a proper sales process to follow.
In every step in the sales process, there are different skills sets to use.
Repetition is the mother of learning.
The more you apply the skills, the more competent you become and the easier for you to secure the business.