How to Ask Questions Resulting in Sales
Don't dig the hole. Insurance agents are trained tricks that have not effectively worked for 50 years. X-Men movie in the presentation, insurance agents are told to ask the following question. If I could show you a way to protect auto donation future would you be willing to proceed? Of course not, you never uncovered the emotional need and buried yourself six feet under. Good luck on getting on your feet again A client is not going to respond positively until he is confident that you have a product that is going to fill his need for purchasing your insurance product..
Did you know that there are nine different ways of phrasing questions to help your decisions? In this article we will cover the first few.
YES OR NO QUESTIONS This way of phrasing questions that simply ask for a yes or no are mentioned in the paragraph above. Unlike you were trained, an insurance sales representatives should not think that get five or eight no responses will lead to a desired comeback answer. If you are getting no responses, you are not getting sales. Often a no response means you were not asking your question in the proper manner.
ALTERNATE QUESTIONS This has always been one of my favorite sales techniques. The two best places to use this form of question is in the initial fact finding and when going for the close. An insurance agent may say, "My clients are often looking for coverage to right know fill the gap in protection they have or for benefits included that will pay back cash in the future." "Which of these two are you most concerned about? Alternative answer questions never give your prospect the opportunity to give a negative response.
For closing, here is one that always beats "the cost is $$$, should I start filling out the application. Try this instead. "I am going to show you 2 different variations of the coverage you are interested in." "The first plan is going to cover all the basic needs, the second plan is more deluxe and is the preferred plan for most of my clients." "I will show you both, and then let you decide which one you fell fits your needs best, okay? If you ever get that rare NO answer here, you do not have a prospect but a tire kicker. Pack up your material and leave.
ACTIVE QUESTIONS This type of question Sillisculpts never be answered with a yes or no. The question must be answered with a thinking response. Examples: "What would you do with the cash values this insurance retirement plan would acquire?" "If you were disabled off work, how would your monthly house payments be made?" "If your mother Fleer Ted Williams serious care would she come live with you, or use a nursing home?" As you can see, these are great questions for indirectly point out the need for your insurance product.
ASSUMPTIVE LOCK-IN QUESTIONS There are certain times where you 1954 Topps baseball cards cannot figure out if your client is with you or still very skeptical. Before getting objections, you need your client to show you if you are getting your point across. At the same time, you want to lock-in the client to agreeing to what you are saying. A few examples: "It sounds like you are very concerned not only about your future, but also that of you wife and kids, isn't that right?" Correct me if I am wrong, but you want to protect your savings, don't you? You do want me to continue to explain the benefits you would receive, right?
Make sure you check out the five other styles of questions you can use to increase your insurance sales.
Well published author, Don Yerke likes to concentrate on what you don't know or what no one else dares to print. Tell it like it is. The website address is href="agentsinsurancemarketing.com">agentsinsurancemarketing.com
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