Selling life insurance is no easy feat. Such a job involves tremendous patience and understanding of what people really need. There can be quite a bit of rejection, but if done well it can be really lucrative. Aside from understanding insurance, you need to know how to sell to make a living. We’ve compiled a list of tips/instructions so that by the end of this article you’ll be able to sell someone a glass bridge.
1. Eye contact and gestures
Did you know that studies evaluating communication skills found that nonverbal communication is 55% effective in delivering your sales message, compared to 38% for voice inflection, and 7% for words according to a study done in 1967 by Dr. Albert Mehrabian, a Professor of Psychology at UCLA. It has been found in research that eye contact signals willingness to interact. Here are some tips that would be very useful almost in any kind of job:
- focus your eyes on your listener
- hold eye contact for a few second and do not break it to look elsewhere
This way the client will consider trustworthy and confident.
There is one easy way to make your clients feel important: nod your head when your potential client speaks. This simple gesture encourages people to continue talking and gives them the impression that you care and agree with their views. Just but be calm and act natural.
2. Voice tone and facial expressions
Try to balance your emotions and energy. This way, when you speak, business consultants recommend a warm and enthusiastic tone with a change in inflection to emphasize the important points. A high pitched tone is not always persuading, and the lower your voice tone will be, the more your client wants to hear you.
Apart from your voice, the main point of contact between you as a speaker and your audience is your face. It is undoubtedly one of the most powerful tools that can enhance your speech or presentation. Your face is the most expressive part of your body and can convey meaning and emotion beyond words. Try to keep the pleasant facial expression even with the angriest client and try to follow this practical sayings written by Anthony J. D’Angelo “Smile, it is the key that fits the lock of everybody’s heart.”
3. Approach and attitude
When selling, you should always have a positive attitude. This way you will be able to close a successful deal with any type of client. Sometimes, even when you think that something is impossible and this deal is way too complicated, just keep in mind that you are talking to someone who has the same thoughts and concerns as you, so try to find the so-called «points of contact».
An approach that will always be helpful is named “questions and answers” (Q&A). Those who sell life insurance by listening and questioning outperform. The thing that you could do to improve your approach is to ensure you do everything possible, prepare, and practice what you’re going to say and how you’re going to say it so that you say it with confidence.
4. Knowledge and practice
You have to make sure that you know life insurance inside and out. Since you profit from a sale, be sure to give your customers excellent advice. Make sure your information is up to date and personalize your recommendations for each customer.
Remember that you can learn something from every experience, both good and bad. Each time you fail to close a sale, determine the things that you did not do right or the things that you have forgotten. Try to keep the list of all your mistakes and avoid them in the future.
5. Selling words and phrases
And last but not the least are the words and phrases that will certainly help your sales. There are concrete words and clichés that help you close a deal. They are:
- ask yourself this question
- everything you expect is included
- based on my experience
- can’t imagine a better insurance investment
- for serious people only
- cited for exceptional quality
- here is the concrete information
- contrary to popular belief
- financial independence for you
- I was not going to mention this but
- get what you deserve
Try to implement these 5 core principals in your everyday life. Believe in what you are doing and stay strong. No one has endurance like the man (or woman) who sells insurance.