You know that feeling when a salesperson calls right in the middle of dinner?
There’s no doubt about it – selling can be a hard task. After all, no one wants to be the one people are eager to hang up on.
If you’re selling insurance from home over the Internet and/or phone, closing sales is the bread and butter of your business, the difference between whether you succeed or not.
If you want your clients to listen and buy, follow these five tips to become a more effective sales person:
Learn About Selling
As the article “How to Sell Insurance (If You’re Not a Salesperson)” points out, selling is a skill that can be learned.
You don’t have to invest a large dollar amount in training and seminars. You’ll find a lot of reasonably priced and free resources online.
From blogs to YouTube videos, set aside regular time to learn more about the craft of selling. By understanding how selling works and how to leverage it for your business, you’ll learn how to become more effective.
Focus on Outcomes
People are looking for solutions to their problems. What solutions can you offer?
It might seem obvious to you – insurance can provide peace of mind for example – but it may not be obvious to your clients.
Remember, your prospects aren’t looking for “insurance”, they’re looking for safety, security and peace of mind for the future and their families.
By focusing on those outcomes, you are showing them what your product means to them and why it’s worth their time and money.
Be Knowledgeable About Your Product
The more you know about your product, the more confident and knowledgeable you’ll seem.
Uncertainty and hesitation will put prospects off. Confidence and positivisy are contagious – by knowing your product inside out you’ll be more at ease in talking about it and answering questions, which in turn will put your prospects at ease.
Ask Your Prospects Questions
Don’t be afraid to use questions to get the conversation started and get to know your prospects better.
You can use questions to get them thinking about the reasons they might need insurance in the future, such as asking them “what would your family do if you became ill?”
You can also use questions to get to know what their particular concerns are. By doing so, you will gain a better understanding of them, which means you can talk about your product in a relevant way.
Be Sincere and Honest
Sounding like you’re reading from a script or just filing your nails waiting for them to say yes to the sale won’t win you commissions.
Instead, aim to build up a sincere and honest rapport centered on a genuine interest in your prospects and a desire to help them.
Listen carefully to what they say, and pause before answering so as not to cut them off. Answer any questions honestly and don’t skip over any objections.
Building a strong rapport leads not only to landing the sale, but to loyal clients who will work with you again, and refer others to you.
Selling insurance from home can be a rewarding business that offers you flexibility and a good income.
Treat your sales skills as you would any other skill – learn all you can, practice and hone them, and you’ll be on your way to selling with ease.
Photo credit: Image courtesy of Stuart Miles at FreeDigitalPhotos.net
About the Author: Tristan Anwyn writes on a wide variety of topics, including social media, SEO, selling insurance and home businesses.