The COVID Era Customers do not want to let agents into their homes or offices. Agents do not want to go to the field. Both are right. There is no point taking risks in the current COVID 19 situation. But at the same time customers are realizing more and more that they need life insurance.… Continue reading Need of the Hour – Customer Engagement
All the time in our sales effort we try to look at selling an insurance policy in terms of the product, our company, our service and so on. To do so we put in great thought at how we should conduct our sales process, how we should handle objections that arise, etc. Rarely do we… Continue reading How does your customer take a buying decision?
How we sold life insurance? We are used to a selling strategy that was based on selling life insurance products. Most often an insurance agent approaches a customer and tries to explain the product features in the hope that the customer will see value in the proposal to buy a life insurance product. But many… Continue reading Your New Role
Prospecting is one area which trouble agents no end. Which is the reason many of you end up buying leads or spend a lot of money to get leads. Development officers pay money for agency leads, agents spend money for business leads. Most of time this expenditure does not reflect in business and is money… Continue reading Don’t Buy Leads, Earn Them
The world is going digital. Are you? We are used to the old methods of prospecting, which have their strengths. After all, the older methods brought you to where you are – a successful life insurance agent. But the business environment is changing. Just as many things are changing very fast in the world around… Continue reading Digital Prospecting
In a sales interview, the interview goes through a process and in life insurance selling, the process is usually stretched over to more than one meeting. The stages in an interview can be classified as Stages in a Sales Interview The hand-shake Building professional trust Building emotional trust Conduct of a needs analysis Financial Planning… Continue reading Basics of Objection Handling – 5
In Basics of Objection Handling – 3, we learnt the 6-step technique of handling genuine objections. In this article we learn how to apply the 6-step technique in practice. Let us recall the 6 steps first. Listen to the customer Ask the Customer to repeat his statement or question Repeat the customer’s question and get… Continue reading Basics of Objection Handling – 4
In my previous article I had mentioned the basic reasons why customers raise objections (https://www.helpindiainsure.iistpune.in/2019/04/24/basics-of-objection-handling-1/ ). In this article we will study some more basics. The reason we are going through the basics is that it gives a framework in which we approach the subject of objection handling. It is like first trying to learn… Continue reading Basics of Objection Handling – 2
One of the main reasons for under performance in life insurance sales is the lack of adequate prospecting activity. It is quite common for the agent to wake up in the morning and wonder whom to visit during the day. All the motivation to be a top performer, to qualify for MDRT, etc., goes up… Continue reading Is Prospecting Your Problem?
