Professional insurance agents do exactly the opposite. Instead of declaring a solution, trivializing the problem and moving on, insurance sales professionals ask more questions to fully understand the prospect's perspective. Then, in the form of a question, they suggest a feature of their service that addresses the prospect's problem. Here are some examples:

Client service agreement: If your agency supports clients with a service contract, ask, "If we agree to work together, how important is a client service agreement to you?"
Niche industry specialist: If you specialize in protecting a niche industry, ask, "Would you feel more comfortable with an insurance agent who's worked in your industry and protected businesses like yours for years?"
Niche coverage specialist: If you are an expert in specific coverages, ask, "Does working with a (surety, directors & officers liability, workers compensation, etc.) specialist mean anything to you?"

Ask the question and resist the urge to answer it for your prospect. If you tell your prospect what the solution is, the solution is yours-and you're selling it. When your prospect discovers the solution, it's theirs to buy. Ask questions and let your buyer buy.
-Questions set negotiation ground rules. Before negotiations begin, ground rules should be set-and you should be the one to set them. Ask yourself these seven questions to know the rules of the game before you agree to play.

What path needs to be followed to reach a decision?
Who else gives input or needs to be a part of the decision?
How much is budgeted for insurance protection?
If solving problems costs more, is your budget flexible?
When do you want my proposal?
What will have to happen before you are willing to fire your current agent and hire me?
If I solve the problems you say are important and do not exceed your budget, would anything else stop you from accepting my proposal?

Have the courage to ask ground-rule questions. If you don't like the answers to any of the questions, you may be about to waste your time, agency assets and insurance company underwriting efforts. Don't do it!

Special Reports /

Strictly Sales: A 'questioning' attitude is the key to sales success

Related Stories

Recommended For You