Put the Relationship Back in Selling Insurance - Kelly Grisham, ITC
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From ITC Agent Conference 2015... Since the beginning of the Internet, price, service, and support are often the only contact points with the consumer. Are you making your point of contact an important one? Are you building a relationship with your clients? Or are you acting like a robot? Learn how to put the relationship back into selling insurance. Don't be a robot.
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Put the Relationship Back in Selling Insurance - Kelly Grisham, ITC
- 1. Put the Relationship Back in Selling Insurance Kelly Grisham Training Director
- 2. “Nobody counts the number of ads you run; They just remember the impression you make.” ~William Bernbach
- 3. Relationship Selling Relationship selling is all about building a friendship or relationship with your prospects and listening to their needs. Once you've built that relationship, shown you care, and earned their trust, you are on the road to making new clients.
- 4. R is for Relax Relax and be authentic
- 5. E is for Excitement Be excited about your product and the chance to serve your clients.
- 6. L is for Look Look your prospects and clients in the eye and thank them for the opportunity to serve.
- 7. A is for Ask Ask plenty of questions that will encourage discussion about your clients’ desires and needs.
- 8. Questions to Ask… Tell me more about your situation. Help me understand. Give me an example. How much has it cost you in the past? How do you feel about that? Do you mind if we talk about money? What is your budget?
- 9. T is for Talent Use your talent to be a showman. Prove how your products will make their life better.
- 10. I is for Invite Invite your client in to see various quotes.
- 11. O is for Objections Objections are really questions. Simply answer their questions.
- 12. N is for Now Now is time to learn the three great words that will change your life. "Ask for it!" Ask them to buy what you know they want NOW!
- 13. S is for Solve Solve unresolved problems, challenges or roadblocks that are keeping your clients from having what they want.
- 14. H is for Help Help them to buy it. Ask again.
- 15. I is for Inspire Inspire your clients to feel really good about their buying decision.
- 16. P is for Partner Become your client’s partner.
- 17. In Relationship Selling… In relationship selling, high pressure is not typically part of the equation, simply because it's hard to have a friendly relationship with a client who feels pressured by you
- 18. In Relationship Selling… In relationship selling, you become a form of support for your clients. Your services become something they depend on, and the more you can suit their needs, the better they will respond to additional sales offers.
- 19. In Relationship Selling… Relationship selling benefits companies that offer products in very competitive markets.. …particularly if there is not a lot of difference between products!
- 20. Put the Relationship Back in Selling Insurance
- 21. Thank You Don’t forget to fill out your surveys! Kelly Grisham Training Director
Hinweis der Redaktion
- William “Bill” Bernbach was an American advertising creative director.
- Be the BEST of YOU, that you can be. That’s first and foremost. Trying to be someone you are not, is like the kiss of death in building relationships.
- Monotone high school teacher…you weren’t excited about going to her class. But, don’t be overly excited either. Be GENUINE!
- Be happy they came to see you. As a salesperson, you are asking them for some time, a small piece of their life. Let your prospects and customers know that you appreciate the opportunity to serve them in solving their challenges.
- Ask plenty of questions that will cause discussion about your customer's desires and expectations. I’m sure you have heard that a professional salesperson talks only 20% of the time and listens 80%, but the kind of questions that you ask what will really enable you to help them meet their product or service needs. Knowledge is power and you need lots of knowledge to help the highly sophisticated buyer of today. Do not shortchange your prospects by talking too much. If you talk too much, you will be of little value to your customers, and they will have no desire to build a relationship with you.
- Important Key - how it will make THEIR life better, not your life. Get the focus on your prospect. Your customers are not buying the show. Many today, are in pain and need help to better understand how your product will solve THEIR problems.
- Get them in the act. If they hear, they forget. If they see, they remember. How many people buy a car before the test drive? Not many!
- When a prospect says "No," they are really saying, "I need to know more." If you understand this, you’ll do a better job of answering their questions. Now is the time when all that listening you did earlier pays off. With your knowledge of your customer's need, you can smoke out the roadblocks. Then you can help them to buy.
- Why not ask NOW? What are you afraid of? Maybe you’re afraid, that they will like you less for asking? I assure you, they will think less of you, if you do NOT ask them to buy. Matter of fact, they will tend to say, "Yes" as not to offend you.
- Remember though your real goal is to build a powerful base of satisfied customers, not just make a sell today. Helping is also understanding that it’s possible your prospect may have a reason for not buying today. If you stay focused on the relationship rather than just the sell, you'll be a long-term success rather than just another hotshot,
- When your customer begs you to buy it, or says, "I'll take it,” remember to guard against buyers’ remorse. Inspire them to feel really good about their decision to buy and doing business with you. Remind them, just one more time, what a good choice they made by reviewing the insurance policy with them, it will safeguard them, and make their life better. Make them feel so good about doing business with you that they will want to tell all their friends about you.
- Follow up regularly. Be sure that your customers are happy after doing business with you and your company. Make certain they feel really good about buying from you 30, 60, 90 days later.