According to a recent study done on Yahoo, business executives have one of the most stressful jobs in the industry. Part of this high stress environment comes from the pressure of having the sell. Whether it’s selling a product, a business concept or all things in between, a constant barrage of NO’s has got to get to you somehow. Many good insurance sales leads have been lost because of the hot headedness of an agent. There are ways around this though and these are mentioned below.
First of all get the prospect to talk. This is easier said than done, especially with long winded insurance leads that just don’t seem to stop talking, but you have to let them talk in order for you to get the information you need. The more they talk the more trust you build and the more you will learn about what they need.
Secondly, you have to keep a calm head and don’t become defensive. Being defensive is a completely natural feeling but if you use that defensive streak against your prospects, you will find that not only will you lose their trust but you will also be considered rude. Instead of becoming defensive, remember step number one which was to let them talk. Ask them why they feel a certain way and chances are you will find the information you need to get them to reconsider in their answer.
Third, you have to make sure you understand their objections. Medical insurance leads for example will decline an insurance plan because they have a pre-disposition about the company. You have to understand these objections and be able to overturn that view. Part of that skill involves understanding everything they need and then answering each concern one by one.
Fourth, you have to make sure you leave them some sort of information or another regardless if they say no. It is important for you to let them know where and how they can reach you in case they change their minds.
Finally, make sure you are up to date on information that can help you build more trust and greater leverage with your leads, just like we are offering. Building the right game plan with us can help increase your sales and convert those prospects into real live conversions. Sign up now!
