Selling Insurance – Creating A partnership With the Customer: Article 19 in Randy’s Closing Insurance Deals Series.
Hi everybody.
For those of you I have not met,
My name is Randy Mc Arthur.
Now it’s time to explain to you – what exactly I’ve been trying to do -
It’s all about helping other people you see – The world doesn’t revolve around just you and me.
Do what you love and the money will come – When you love helping all people not just some – Insurance sales is where the money will come from –
We have taken some time and looked at some stuff – It’s a good start but not nearly enough – Changing yourself can always be tough -
Knowing your customer is the right way to sell – Getting to know them can be difficult as hell -Put the customer first or they’ll be able to tell – Always remember, it’s not about you – You must adopt an assistive point of view – Do this for them it will benefit you -
This is your chance to start building wealth – By changing your mind and ultimately yourself – Start helping people, stop “pushing” health – It becomes so easy I’m sure you’ll agree – And so much fun that you would do it for free – When you hear people say “You really helped me” -
Stop chasing checks and learn to do the right thing – You’ll be surprised at the money it will bring -And a better life you will soon be enjoying – Your customers will see you as a partner now – They’ll now longer view you like that guy from “Sham . Wow” -
By trying to help them you’ve joined their team – Now they don’t think you’re some guy with a scheme – They will give you referrals because they trust you – They’ll take your advice and do what you say do – They’ll see their benefit from your point of view.
The best definition of sales that I know of is; to persuade one to embrace and act on my point of view to their benefit NOW. Through the years, with many mistakes made, I have developed a 5 step process that works like a charm. While all five steps must be executed properly, they are simple and easy to learn. Also, I have developed a mission statement, that when coupled with the process, will create a feeling of partnership between the customer and you.
This article is the last in a series of 20 articles that are skewed toward the health insurance agent. This series will be available as a free e-book in a PDF format by Friday of this week. This article is basically an outline of the 5 step process. It will be necessary to use the other 19 articles as a body of reference to fully understand this one.
Before I start I’d like to share the mission statement with you in order to provide a little guidance toward our goal of creating a partnership with the customer. Please reference the following article: “A Mission Statement Can Not Be A Sales Pitch” pg36
This article explains the development of the statement. A mission statement can’t be something that sounds good to you. You won’t stick to it and you’ll look like a phony. People will see through you, and won’t have anything to do with you. Well here it is, I hope it helps.
Mission Statement
Our mission is to; First, only and always do the right thing to help the customer insure that,
through their own choices, they have made only necessary, cost effective decisions
that guarantee they have protected their lifetime of hard work.
As you can see, our mission statement dictates that we gather all information that is relevant to helping the customer during the sales process. How else would we help him make his decisions? I don’t have a crystal ball. Do you?
Even though this information gathering process creates a true win/win situation, you still need to do a good introduction or it will come across like an interrogation. Your introduction is step #1. It is called the Meet and Greet.
After your Meet and Greet you move to the information gathering process which is step #2 and is called the Discovery. With guidance, practice and a little creative thought, in time, you will learn to transition from one step to another seamlessly in a conversational style.
No more adversarial interrogation. No more defensive customer that is closed to communication.
After you have completed your Discovery you can move to step #3. Step #3 is the step in which you will decide how to best help the customer based on his wants and more importantly his actual needs and ability to buy. Step #3 is called the Qualification.
After you have completed your Qualification you can move to step #4. Step #4 is the step in which you present options to the customer and is called the Feature, Benefit, Tie-Down.
I want to point out that if you get to step #4 and you are lost, you did not do an effective #1 Meet and Greet, #2 Discovery, and #3 Qualification. Anyway step #4 should only be a matter of picking out the product or products that most help the customer based on what he has told you in the first 3 steps.
After you have completed step #4 you can move to step #5, the Close. Might I add, if you have been effective to this point, the customer will close himself. Why not? Remember the mission statement;
“through his own choices” and “only Necessary cost effective decisions.”
Now, I know it is a lot easier to tell you how I do what I do than it is for you to implement something new on the first day. There is a learning curve. But, if it was easy, everybody would be doing it and it wouldn’t pay anything.
By the way, this process is universal and applies to any product both tangible and intangible. Furthermore, I’m always here to help. 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 stopping by my insurance leads blog.
Cheers,
Mac