by Guest » Mon Mar 03, 2008 10:07 am
I'm about to embark on the path of becoming an agent. :D I'd love to receive some suggestions from the seasoned agents of this community on how to initiate the discussion with the prospect?
What is your way of pitching a policy? Do you prefer direct interaction or phone calls?
Thanking you all in advance.
wouldbeagent
What is your way of pitching a policy? Do you prefer direct interaction or phone calls?
Thanking you all in advance.
wouldbeagent
Posted: Mon Jun 16, 2008 04:32 pm Post Subject:
Do you prefer direct interaction or phone calls?
The best approach is direct interaction with the prospect. There are many reasons why it is important to talk with the prospect personally. By personal interaction, you can discuss well the benefits of the plan. You can explain the importance of the plan for protection. Terms and conditions can be discussed properly and questions can be clearly answered.
In personal interaction, you can see the reaction of the prospect. By just mere presentation, you can determine the prospect's interest about the product that you are selling. You can see it on the way the prospect acts, interact and asks questions. The first thing that you need to do is to get the prospects attention. And determine his or her interest about the product.
In doing phone calls, these physical reactions cannot be identified, so it is difficult to asses the area that you have missed to discuss. It has been thought to us that phone calls are just for setting appointments and not for selling. Never sell on the phone. You can get the interest of the prospect when you are talking personally.[/quote]
Posted: Thu Jul 17, 2008 07:43 am Post Subject:
Mr. Wouldbeagent.....
Never ever try to discuss things with prospect on phone.....
Always try to arrange direct interaction with your clients....Face to face communication is much more effective than phone calls because in personal meeting, you get to see your prospect's emotions and whenever you feel he is attracted towards certain point or poilcy, try to make up your discussion on that....
The major disadvantage on doing talks over phone is that if phone line is disconnected, it never leaves a good impession and next time he will avoid you..
Posted: Fri Jul 18, 2008 05:14 pm Post Subject:
It is very important that you know your product well. By knowing your product, you can easily give suggestions on what is best for the client based on their own personal preference. I myself does not recommend selling through a telephone. Telephone is used only for setting appointments but is not an effective way of selling.
If you are talking to the customer, you should remember AIDA. This is a popular sales tool. AIDA stands for Attention, Interest, Desire, Action.
Try to get the attention of your prospect by being so good in introducing your product. If you can get the prospect's attention, try to check if that person is really interested on what you are talking. If interest is taking place, try to give some good points why your product is very important. Create the desire for the client to make the action to buy.
Insurance selling is not easy, but it is not that hard. You need to learn the basics of selling and develop and create your own way of closing a sale.
Posted: Sat Jul 19, 2008 06:00 am Post Subject:
I agree with Mr.Joven222...
You should know your product well in order to maximise your earnings and profits.Once again I would like to sell through direct comunication i.e. face-to-face selling because it gives your prospect a feeling that he can trust you and your company and investing his hard-earned money with you will not bring him loss..
And thanks to joven222 to tell us all about AIDA. I too have heard it before but what it actually meant was cleared by you.
Posted: Mon Aug 11, 2008 10:04 am Post Subject:
Some insurance companies or agencies offer sales training for new agents. The new agents can learn how to initiate a conversation or discussion from trainers. Normally there are also role play or simulation sessions to help agents experience how it is like to talk to or deal with a prospect.
If you are a natural conversationist, then probably you enjoy being an agent. After all, insurance is about things happen in our surrounding. We talk about education, household bills, inflation, retirement, dreams and goals, medical costs, cars, properties etc.
All these subjects can easily lead to insurance. Insurance is not rocket science, it is a very down-to-earth subject.
Posted: Mon Aug 11, 2008 11:46 am Post Subject:
Thanks for replying to this topic Xoseph....quite usefu information
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