A life insurance policy can be a huge benefit to your prospects and customers. To place more cases, avoid making these mistakes when selling life insurance.
1. Depending on stats
The problem: Consumers don’t care about stats. At least, they’re not what will move them to buy.
Do this instead: Tell stories – like how a family can suffer as a result of not having life insurance. That story will impact their decision-making, not a stat, because it shows the real consequences that result from not investing in life insurance.
2. Not helping customers see the need
The problem: Even if you think you know what your customers need, failing to ask questions is a big mistake.
Do this instead: The best salespeople ask questions to get customers thinking and talking about their lives. For example, to help a prospect see their future needs, you can ask what think their income levels might be in 10 years.
3. Not listening
The problem: Making assumptions.
Do this instead: Listen. You can learn a lot about a prospect or customers by just listening, and then using the information you glean to direct your discussion towards solutions that will suit those needs – like having the funds to pay for a college education or pay off the mortgage.
4. Using jargon
The problem: Using industry jargon to communicate with prospects leads to a lost case, as consumers get “stuck” between gathering information and pulling the trigger.
Do this instead: Communicate using their language. Consumers generally don’t understand life insurance terms like “underwriting” or know the differences between life insurance types. If they don’t understand what the process is or the products are, they won’t buy. Whenever you can, use everyday language when speaking with prospects to help them along the purchase path.
5. Talking too much
The problem: When you talk too much, it means you don’t give customers a chance to talk. Then, you won’t be able to “hear” what they’re saying about their situation and their fears.
Do this instead: As a general rule, let your customers do 80 percent of the talking and you won’t miss out on the valuable information they will divulge.