| Topic : How to evaluate the right insurance product? |
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Banking & Insurance Professionals
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Activity:
23 comments
5284 views
last activity : 06 04 2013 03:51:10 +0000
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It’s true that practice makes the man perfect. It was my stint with the leading life insurance company of India under tremendous sales pressure which helped me in learning new tricks of this trade. I have sold thousands of policies in last two and half years. For me, it’s very easy to identify in only two minutes, whether the customer is really serious in doing some investment or he has just called for information gathering activity. I have been the top performer and given various prizes. I have the reputation of converting 7 out of 10 clients if the customer has money in his pocket. I have earned lot of respect and money in this industry.
At some occasions I picked policies worth million in just 10 minutes. I have never followed customer more than 2 times. I think any sales people must do that. I have habit of closing the deal at the discussion table in the first meeting with the client.
Secret of my success is hard work and dedication. I have never given up. Each policy that I have picked up is still fresh in my memories. My first customer of was a Muslim (usually they don’t take policies as it’s against their holy tradition and religious beliefs). There are lots of stories related to my sales experience which will be help all sales people. I will surely tell them later.
Here I will like to point out some strategies which help in closing the policies in the first meeting itself. It’s assumed that the sales people are carrying relevant forms and documents and they have complete domain knowledge.
1) First, break the ice. Be careful that you don’t just start the conversation with the presentation of the product.
2) If you are well aware about the personal and financial profile of the customer, then its OK, otherwise ask some questions pertaining to his personal background and financial need.
3) After understanding the need of the client, you must either pitch the product which suits his/her requirements or present the product which you want to pitch in such a way that it seem to satisfy all his requirements.
4) If the customers is dormant in his approach or just a silent spectator. Then there are only two possibilities, either he is satisfied with your presentation or he is just trying to show that he has understood everything. If he is active, then it must excite you, as its sign of his interest in the product.
5) Last step is closing when you need to be most careful and aggressive in your approach. Just ask the customer that has he understood everything and is he satisfied that the product meets all his needs. If yes, you must start filling the form and act as if everything is over. Don’t let the customer leave the ground on filthy excuses. You will be successful only if you are able to collect cheque and relevant documents at that time.
Some suggestions about the presentation are as follows
1) Speech must be loud and clear. It shows your control and knowledge about the product.
2) Always keep the eye contact with your customer. It shows confidenceand help in building the trust which is most important in sales.
3) It should not be lengthy conversation. It should not be more than 10 minutes.
4) It must be dramatic and touch some emotional point of the customer.
Emotional pitching is most popular in the industry and it is said that a good actor will always be a successful salesman.
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