Selling is a hard job. It takes a lot of time and effort. It is even harder if you don’t have experience. If you are just beginning your career as an insurance sales agent, selling can seem like a daunting task. Here are a few tips to help.
There is a reason this advice is given to people for a job interview. Appearance matters. People will judge you by how you look, so dressing professionally will create a good impression and make a person more willing to listen.
Watch the slang.
You certainly want to speak in a relaxed and conversational manner. However, using too much slang may be off putting to some people. This is especially true if it is slang used exclusively by younger people.
Find common interests.
One way to establish rapport with a person is to find things you have in common. It could be where you have lived, things you like to watch, eat, or do, or even children.
Show your enthusiasm.
This is contagious. It also shows your energy and interest in the person.
Listen to the sound of your voice.
When you talk to clients over the phone, record your voice. Do you sound poised and confident, or insincere and unsure of yourself?
Remember the fundamentals.
Selling is still about establishing personal relationships. All of the technology in the world will not change that. Some insurance professionals still recommend reading How to Win Friends and Influence People by Dale Carnegie.
Yes, Facebook, Twitter, text messaging and other social media can help, but they will never take the place of the fundamentals of selling.
Listen more, talk less.
When you meet a prospect, you’ll be anxious to demonstrate your knowledge and expertise. But you may be telling the person things they are not really interested in hearing. Take the time to listen and find out what the prospective client really wants to know.
If you are inexperienced, make up for it with preparation. Make sure you understand everything there is to know about what you are selling. Have an answer ready for any possible question. Get with a friend or stand in front of a mirror and practice your sales pitch.
Read everything you can about sales. Go to sales seminars.
Watch the jargon.
Insurance, like every other field, has its own language. However, when you talk with a client, speak in terms a layman can understand.
Sell on value, not price.
Yes, people are interested in price, but what you get for the price is equally important.
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