Knowledge based selling

We rely on persuasion skills to convince a prospect. What if we were so well informed that prospects approach us for sound advice. The prospect knows that you an authority on the subject. And that he can trust you. The prospect knows that you would recommend a solution which would be beneficial for him/her.

Rather than relying on hard core sales techniques, it might be wiser to study your subject thoroughly. For instance, consider health insurance. The health policy has many clauses, conditions, limits, sub limits, exclusions and restrictions. Quite difficult for a layman to understand all this stuff.

Increase your sales by becoming an expert in your domain. Peruse through the policy wordings of policies issued by other insurers. Makes notes. Compare. Think. Why is Max Bupa Money Saver charging a low premium despite providing a large cover? How is the recharge/restore  benefit different in various health policies? In life insurance, compare the features of term plans offered by insurers. Learn all the benefits that are being offered. More importantly, learn all the benefits that are not being offered. 

You can increase your sales by assimilating all the nuances of various policies. This requires effort. But it is worth it.