Site loading image

eINDEPENDENT 06/14/2012

Agent Training: Fine Tuning Your Sales Pitch

Selling life insurance is an opportunity to provide individuals and families with the financial protection their loved ones need. Helping people find this kind of coverage is an incredible feeling and you are helping people do this everyday.

As a strong and effective agent you understand the importance of refining your insurance selling techniques and continually improving your craft. At times you may see opportunities for improvement in your business. To improve your sales numbers and better relate to your customers, consider revamping your sales pitch. If you’ve got a technique that’s working for you, terrific! If you need a little help, here are a few tips that may help.

Listen to Your Life Insurance Leads

First and foremost, always listen to your clients. As they tell you what they’re looking for or why they’re buying life insurance, ask questions about their current situation and future needs. Ask your clients who their beneficiaries will be early on in the conversation as asking reinforce the reason why they’re applying for life insurance in the first place.

Along with asking about the beneficiary, perform a thorough needs analysis with your customer. The needs analysis conversation is perhaps the most important talk you’ll ever have with them. Once you have a better idea of what they need now and in the future, you’ll be able to custom tailor your pitch and product offering to meet their needs.

Know the ins and outs of your product offering so that once a needs analysis is performed you can offer your customers the most suitable product(s) for their needs. And be able to relay why this product will work for them.

Treat Your Life Insurance Leads with Respect

During your sales pitch, never underestimate the value in treating your customers well. Empathize with their situations and make the application/buying process as simple and efficient as possible. Additionally demonstrate the strength of the carrier you’re selling as well as your business or company you represent. The key is to instill your customer’s confidence in both you and your product.

Prepare for Objections

Even the most effective sales agents will commonly come across objections. Prepare yourself by compiling a set of points to combat the most common objections. The majority of consumers know they need a life insurance policy, but it’s often but on the back burner. If you can prove to them why it is so vital to have this coverage now, you can overcome many of the objections they’ll have.

Remember that if you don’t make the sale now, it doesn’t mean you won’t make it in the future. Set up a database to keep track of certain life events such as a marriage or a birth, and contact these clients in the future. Needs change and what may not have been a good fit today, may be a great fit a year down the road.

Make sure to check back with the eIndependent blog for more life insurance agent training tips.