Closing Insurance Sales – My Point of View to Your Benefit: Article 16 in Randy’s Insurance selling series.
Hi everybody.
For those of you I have not met,
My name is Randy Mc Arthur.
The sales process is the same for all sales including health insurance sales. I bet you think I had to have lost my mind to make a covering statement like the one I just made. Oh, and I agree with you, usage of covering statements is always wrong. Get it? “Always” wrong. But, for the context of reality as insurance agents the sooner you accept the process as a never changing constant that can be learned like a recipe instead of viewing it as a simple scale of likability, the better off you will be.
If the process is a recipe, you can be SUCCESSFUL TOO.
Different industries divide the process differently and have different names for the steps They also assign importance to each step as they see fit. For example, the car guys use a method called”The Road to the Sell” in which they divide the process into ten steps. I’m going to give it to you in five.
The five steps to any sell are:
1. A meet and greet
2. A discovery
3. A qualification
4. A feature benefit tie down
5. A close
Among other things, following these steps gives you personally, an understanding, knowledge and control, even though, if done right, the customer will; have the opportunity to; through his own choices make only necessary cost effective decisions that will guarantee he has protected his lifetime of hard work to the best of his ability.
Remember my mission statement. I can’t compromise my ethics in order to make money and there is no need to. Following the process ultimately gives you a format in which you can present your point of view to the other person’s benefit.
Those of you that already know me, know that I’m a simple fellow that sees no reason to over complicate the simple but will explain in excruciatingly painful detail when absolutely necessary. (My wife gives me a lot of grief about the painful details part but I believe at times it is necessary.)Luckily this isn’t one of those times.
My simple definition of selling is to persuade someone to, not only accept, but to embrace my point of view to their benefit NOW. For the skeptics in the crowd, before you discount this definition as salesperson double-talk, I’ll bet you a Coke if you go back and read those other articles first you will agree with me. And I am happy to show you how to use this process right down to actually telling you what to say if you want me to. You see, the reason it works so well is the process is there as much to protect the customer as it is to close a deal.
I got to go now, the sun is coming up. Like always, thanks for letting me share this with you. As human beings, walking around on this planet, I believe that we are at our greatest when we take a little time and try to help one another.
In our daily life – we can choose to increase or decrease strife – by making our own decisions – god gave us choices – and our own unique voices – to express our different visions
Remember to keep the customer’s best interest at heart – Find out what he needs and wants when you start – then help him to make – only beneficial decisions.
My personal mission is to; first, only and always do the right thing to help people insure that, through their own choices, they are making the best decisions they can make to guarantee their success in everything they do.
If I can help you in any way just give me a call at (919)781-2018 or email me at randymcarthur@ymail.com . I look forward to hearing from you. Good luck in your endeavors and God bless you.
Thanks
Randy Mc Arthur
Thanks for visiting my insurance leads blog.
Cheers,
Mac
