I’ve used to sell insurance policies before. Here are some things that I have proven to really, really work:
1. List building. Lead generation is very important when selling any type of products and services. Instead of calling everybody, I recommend that you spend time doing your research and identify those people who are most likely to buy your insurance policies. You will need to do this so you can avoid wasting your time and energy on those people who do not need or want your offerings. For example, you wouldn’t want to call those people who do not have cars if you are offering car insurance policies, right?
2. Cold calls. Start your day by calling 25-70 potential buyers. You need to make sure that you have learned great cold calls techniques before you do so. Remember, your goal in doing cold calls is to secure an appointment and not to make an outright sale. Keep this in mind so you will not get off track.
3. Prepare. If you are lucky to secure an appointment, make sure that you prepare ahead of time. Research your potential buyers and understand their needs and demands. It’s important that you know the things that they value the most so you can offer them with insurance policy that they will find important to their lives.
4. Listen. Do not pitch in your insurance policies the moment you meet up with your clients. What you need to do is to start a short informal conversation to set the mood. Then, ask probing questions to get these people to talk abut their needs and demands. Make sure that you listen actively to get information that can help you make your sales presentation more effective and more impacting.
By Andrew Adams