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Insurances Sales Scripts - Your First 3 Questions Make All The Difference

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Insurances Sales Scripts - Your First 3 Questions Make All The Difference Powered By Docstoc
					Insurances Sales Scripts - Your First 3 Questions Make All The
Difference
Selling insurance can sometimes feel like climbing a mountain. With massive nation wide advertising
featuring a small lizard you may feel like the only way to compete is with your own commercial. How
can you create a brand in your local market? Do you have to change companies? How can you get
people to listen that they need more than a talking mascot in order to help them in their time of need?
Going head-to-head with nation wide advertising is a losing proposition. The only group that wins
from massive television campaigns is the networks. They mistakenly sell the snake oil that being "top
of mind" is what will get people to buy. They don't tell the advertiser, who is cutting a multi-seven-
figure check that brand awareness doesn't translate to sales. Just because someone is aware of a
company doesn't mean they will use that company for what is most important to them.
Competing for calls and leads against the biggest of companies isn't as big a challenge as you might
think. When you have the right marketing message, you can compete against companies that are 50
times bigger than you. The art, after that lead is on the phone, is taking that total stranger from
skeptical to a new policy. You don't need a new slogan to make it happen; it simply requires finding
the right need.
I invite you to consider the following for use in your first 3 insurance sales script questions.
1. Your First Question - Instead of asking your first question about their insurance needs, or
    something about your product, ask a different style question. Ask a question that will set their mind
    at ease and let them know that you are merely trying to determine what level of information they
    are looking for. Your question could be as simple as "have you just started looking for insurance?".
    When they are making a request online or calling from an ad, you should be able to get a "yes"
    over 95% of the time to your first question.
2. Ask A Question that Determines Need - In insurance there are those that need to add coverage
    because they got a home and those that are looking for their first insurance policy. Ask a question
    that probes into what type/level of insurance they are looking for. Don't ask a question that sounds
    like you are selling; just ask a question that looks to find what is most important to them.
3. Ask a Question that Proves Value - Insurance can be confusing and there are many companies
    that don't offer all of the discounts that a customer could achieve IF they knew what to ask. Instead
    of an insurance sales script that pitches them your product, consider asking your 3rdquestion as
    one that reveals the type of value you can provide.
When you can transform your tired insurance sales scripts into questions that ask about needs,
determine the level of need, and demonstrate you are there to provide value you will quickly be on the
path to doubling your sales.

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Description: of an insurance sales script that pitches them your product, consider asking your 3rdquestion as