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eINDEPENDENT 01/01/2013

Best Life Insurance Selling Techniques

Whether you are new to or experienced in selling insurance, it’s always helpful to hear how others close deals. Sharing insurance selling techniques with other wholesale insurance brokers can be helpful to develop new, fresh ideas on how to achieve your bottom line.

Get in the Door

Other insurance selling techniques won’t do much if you can’t get a meeting with a client. An effective way to ensure this is to include your staff in learning selling techniques. Anyone who answers the phone and deals with potential clients should be aware of how they can leverage that phone call into a client meeting.

Make it Personal

Basic sales principles can always apply to insurance selling techniques, but life insurance is a more personal purchase than a car or appliance. Buying life insurance is an important financial need, but it is also about protecting a family, so connecting on a personal level with your client is important. Talk about your family and why you believe life insurance is an important part of financial planning.

A personal connection will also make difficult topics easier to tackle. At its core, life insurance is about death, and some people are uncomfortable with the subject matter. If you use a sympathetic tone with your client, and tailor your sales pitch to them, they may feel more connected to you and not view you as just a salesperson. Use your client’s spouse and children’s names instead of saying “your husband/wife,” or “your kids.’’

Listen and Ask Questions

You already know that life insurance is an extremely personal purchase. There is no life insurance policy that is right for everyone. Another successful insurance selling technique is a simple one: listen. A question and answer type approach to selling life insurance is an easy way to make it personal, and really learn what your client wants out of your product. Once you hear what they are interested in, you can tailor your pitch to their needs, providing them the valuable information they want.

Know Your Product

Life insurance is a tricky subject, and the average consumer may come into a meeting knowing little to nothing. Knowing the ins and outs of your product and the life insurance industry in general will instill confidence in your client and help you to win the sale.

There are many ways to use selling techniques to close the deal and sell life insurance to your clients.