Start closing 2-5 policies life insurance policies a using with one simple sentence.
Isn't it true... one of the hardest things to do as a life insurance sales professional is to close?
Why is it so challenging? What's the difference between life insurance professionals who close one to five sales a month, and those closing 40, 60, or 100 sales a month?
Well, to answer the "why is it so challenging" question - the simple answer is sales can be hard. It requires education, training, practice, skill, like everything else worthwhile in life. Also, for many, in fact, for most, sales don't come easy, and can feel very intimidating and unnatural.
Now to answer the second question about those who sell one to five and those who sell much more. The answer is partially that those who sell more have a process, sequence, and system to support that production. However, they also have the ability to listen to their customer, solve for their customers needs, and close.
This article is designed to focus on the "close" part.
So in "closing" it is important to be focusing on your customer, their interest, their concern, and being vested in providing sound, beneficial solutions for them, with them in mind. Our mindset can be "how can I provide the best possible solution that solves this customer's unique concern?" If you haven't first put yourself in the client’s position, and truly understand their unique concern, and their budget, and price point on what they can comfortably afford as a solution for this concern, you are not ready to close - do not pass “go.”
However, if you do understand the customer's concern, you have identified their need, you have the boundaries of their budget - and you actually have the product that supports their unique interests - then, and only then, can you accommodate them, and make an offer. (Now, if you’re captive - meaning you can only represent one carrier line - you may not be able to do this exactly).
If you’re a broker, though, It may look like this:
"Just so you know, I am a broker, which means I work for you, and not the insurance company. So, I make it my goal to accommodate you. Now, I want this to be easy, comfortable, and affordable for you, so is there a price that you don't want to spend more than, so I can keep your options under that number?"
When we ask a question like this we are collaborating with the customer, and giving them the opportunity to set our boundaries. When we are serving someone else, they set the boundaries, not us. It's the same here, we are making an effort to elevate our customers, and serve them.
From this point, we have one job, find the most suitable solution for the customer, that serves their needs, and present it to them under the budget that they have permitted for you.
So let’s say the customer’s needs are $150/mo. budget and $175,000 in life insurance coverage. Once you have found a suitable option, for $121.00 a month, you did great work. Now it's time to ask that “one sentence,” and make an offer that closes the deal. "Good news, I found the coverage you requested, under budget, I have for you $175,000 of life Insurance coverage for $121.00 a month, under budget, can that work for you?"
Now, as long as the customer is happy with the terms, you have a closed deal.
Closing is a skill, but it's not out of reach to learn with a little effort. So if you’re interested in learning more life insurance sales training, closing tips, and other life insurance sales skills, to help you hit the sales goals that you desire, watch our free 5 minute webinar, that will talk about our master course on our proven "life Insurance inbound tele-sales sales system."
Hoping you much success in your sales career as a life insurance professional, and keep helping families!
Strong Closing.
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