Are you an insurance rep that has killer instincts to level the field and then seize the sale? If you feel defenseless, exhausted, or powerless, your future is doomed. Find out what separates the pros from the many inadequate insurance representatives.
An insurance representative that aggressively oversells is very weak. Likewise an insurance rep that is constantly caught in an objection trap is way too fragile when giving a presentation. Both are defenseless and vulnerable because they can not adapt to the prospect. It does not matter if you even like your prospect. Can you by talking develop a common bond of trust.
The rare successful reps develop a killer instinct by losing their fear of the prospect controlling them. Almost all prospects are experts at knowing when to buy. However, it is a rare insurance representative that knows when to sell and when to be a problem solver. Far too many insurance reps are problem makers. They actually cause the prospect not to purchase. Hope, pressure, and lack of control never create a sale.
Do you have a buyer, or are you going to waste a couple hours with a tire kicker? Adapt to a killer instinct. Tell yourself that you are ready to walk away as fast as possible from evasive prospects. Do not tolerate or accept any ands, ifs, buts, or the see you later responders.. Rarely will these people do more than string your along for months and months. Do not be a sap, call their bluff by acting dumb. Start by asking them to repeat their objection again. Then reply "Fine". Next say, "In all my years I rarely ever hear that, so please explain what you really mean."
If you get an answer that is not positive, just remember this prospect needs you more that you need him. He may say "I will call in a few days" Immediately reply, "I constantly help new clients, I only come back if you have a claim situation." That is it, your prospect is a loser for a sale. End an appointment in 15 minutes should your prospect does not feel he has a problem to solve. This is not a true prospect, so give yourself credit for recognizing it and leaving early. Just like you get away from irritating telephone solicitors you have no use for, dump these type of reject prospects as fast as you can.
Killer Closers are simply the problem solvers of the sales world. Before they visit a prospect they get him to admit that there is a problem to solve. In fact, they have the instinctive power to say why they are the true rescue person. You are going to use your product to solve their fear. However, it is your job to get your prospect to feel the pain. Ask them how they can solve this painful problem. Do they want to solve it? Or are weak instincts showing? They know you don't have the pros' skills, and are just pumping you for information or trying to give you a line? Killer instincts invite prospects to not ask stupid roadblock type questions.
Applying the killer close is easier then you think. Put your prospect's mind in the right perspective. Tell them you are not going to sell them anything, You are going to get them to solve a problem.. You want your prospect to acquire the ideal solution to fill the gap. The gap you both know that will be best solved by your insurance product.
As an insurance representative, the time for you is now. Develop the killer instinct of an insurance professional, and make you client reach out for your advice and problem solving assistance. If not it is a quick goodbye forever. You are not the welcome wagon on a making friends mission. Your true insurance friends become your clients.
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