Tips to Sell Insurance Over the Telephone
Insurance is a universal product that appeals to a range of demographics. From health insurance to supplemental products, selling insurance is a well-respected profession that requires industry knowledge and the ability to hone in on the needs of your customer. Phone sales is one of the more common ways of selling insurance. Here are some tips to increase your chances of success during the sales process.
Other People Are Reading
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Don't Read From a Script
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When you make contact with a potential customer via telephone, the worst thing you can do is read from a pre-written script. Customers can generally tell if you are reading from a script, and the generic spiel may turn them off to your pitch. While it may seem daunting at first, be natural. Don't read from a piece of paper, and instead make a real connection with your customer by explaining what you have to offer. Ask if he has a few minutes to chat with you on the phone or if he would prefer to meet in person. Go over your products in a concise, detailed manner, and keep your explanations short but informative.
Listen to the Needs of Your Clients
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In addition to focusing on your sales pitch, also listen to the needs of your potential client. Since this is a phone conversation, it is acceptable to ask questions about family, lifestyle and prior insurance. Listen to what she liked or didn't like about prior policies. Inquire about what the customer felt she lacked in her prior policies and what she felt could have been handled differently. This is valuable information that can be used to determine the best insurance policies for this particular person.
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Customize Insurance Packages
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Customize insurance packages for your client. If you are selling him a health insurance package, throughout the course of additional phone conversation, you might find that he also needs an accidental insurance benefit as well as auto insurance. Don't feel pressured to come up with packages on the fly, particularly since you are on the phone. Once you assess the needs of your client, it is perfectly acceptable to ask for time (a day or so) to come up with a package customized to his needs. Then, ask if you might call him back with the tailored information.
Be Personable
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When you call, try to ask for the client by name. Ask if she has time to speak with you regarding insurance opportunities. Don't spend a great deal of time on the phone, but don't rush if she is eager for more information. In this instance, it may be better to set a face-to-face meeting. Be friendly. Don't use pressure tactics to close the sale.
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