insuranceedge

  Always ask the prospect to buy a high sum insured amount. If the prospect resists, suggest a lower sum insured. Carry a small gift with you for the prospect- a pen or a note book; maybe a diary. Narrate a story. How insurance helped a family from certain financial ruin. Have many such stories in your repertoire. Be prepared for any general questions on insurance and queries about products from other insurers. Never show your need for the business. Act as if you are working for the prospect's benefit.

A different way to sell When you are pitching for a large premium amount, for a health policy, from a well-heeled prospect, you would probably list all the features and benefits of the policy. But what is the big idea in your presentation? Is it the recharge benefit? Or the no copayment clause? Or no room capping? Or a special discount if the prospect buys a two year old policy? Remember you have to hold the prospect's attention.  Do not let the prospect overwhelm you in any way. You are providing the prospect with a large cover for a relatively smaller amount. The prospect's need is greater than yours. Walk away from the deal, if the prospect is overbearing. Show yourself as prized and hard to get.

Self - Belief Believe in yourself. Your faith can remove any obstacle which crosses your path. Do not sell yourself short.Keep telling yourself that you are the best. Act as if you are the best till belief becomes actual fact. Your absolute belief in yourself will take you to the very top. Mix around with top performers till you become like one. Stay away from gossip mongers and laggards.

Imagine Suppose you have an appointment with a  prospect. And this is your second meeting with him. Enact the objections  and answers in your mind. Imagine yourself handling the objections effortlessly. Imagine yourself closing the sale. Imagine the premium amount. Imagine getting the cheque. And then just go and do it.

Ten golden quotes from "Ziglar on selling" "The best paying hard work in the world is selling and the poorest-paying easy work in the world is selling". "Being ethical is not only the right way to live; it is also the most practical way to live. True selling professionals don't talk about ethics, they live ethically". "The primary reason people will choose not to buy from you is lack of trust". "Prospecting is the most important key to sales success". "Learn as much as possible about your prospect. The more you know about your prospect the more respectfully you will be treated by the prospect". "If you transfer the feeling that you want to make the sale for the prospect's benefit, your chances for success are dramatically increased". "To be the winner, you want to be, you must plan to win; prepare to win, and expect to win". "We never lead with product; we lead with need". "You can ha...

Generating business through educational workshops Suppose you are into selling of health insurance products. One sure way of converting prospects into customers is a well organized workshop. Organize a workshop on health insurance. Make it generic. You should not pitch your products. Invite prospects to the workshop. Make the prospect feel special. Inform the prospect that only a select group has been invited. In the workshop, all nuances of health insurance should be discussed: Why should everyone have a health policy? How is health insurance different from life insurance? You can quote statistics which prove how families have been impoverished owing to lack of health insurance? Talk about the benefits. Explain clearly exclusions, conditions, waiting periods, pre existing disease, specified diseases, and other policy clauses. Quality of training should be top notch. Prospects should leave with a feeling that the time spent was well worth it. Take feedback and don't forget to give ...