How to Sell Insurance
According to scientific research in communication psychology, and clinical studies of consumer behavior, the decision to purchase insurance is almost always the result of understanding the need to solve a problem.
Because when people don't see the "need" for insurance, they are not interested in discussing it, and they don't buy.
And they see the "need" - only when they understand that they have a compelling or disturbing "problem".
So if you want to know how to sell insurance, you must first know how to sell the need or explain the problem.
Here's Why It Works
When your sales process begins with selling the need, and you focus someone's attention on a problem, instead of a solution (product features and benefits), you accomplish three critical objectives:
Examples of How To Sell Insurance "Problems"
Auto Coverage: "Bob, low cost auto insurance can leave you personally liable for 10s or even 100s of thousands of dollars. Can I show you how to protect yourself?"
Term Life Insurance: "Ann, hundreds of young, healthy parents are killed in car accidents every day - leaving their families without the income they need every month. Can I show you how to protect your family?"
Health Coverage: "Steve, a serious traffic accident or a critical illness like cancer can happen to anyone of us - at any time; and result in huge medical expenses. Can I show you how to protect yourself?"
Disability Insurance: "Kathy, everything you have or plan to have is dependent on your income - which is dependent on your physical and mental ability to earn it. Can I show you how to protect your income?"
Examples of How to Sell Insurance "Needs"
Auto Coverage: "Bob, if you don't protect yourself with adequate auto insurance, you could be sued for everything you own and even forced into bankruptcy."
Term Life Insurance: "Ann, if you don't protect your family with enough life insurance, they could be forced to change the way they live, their schools, their friends, their opportunities and their futures."
Health Coverage: "Steve, if you don't protect yourself from the high cost of medical care, you could find yourslef unable to pay for the surgery or treatments you might need to save your life."
Disability Insurance: "Kathy, if you don't guarantee yourself some sort of income replacement to pay the bills when you are too sick or injured to work, you could end up living with your family or friends."
Click Here To Learn How WebPrez Videos Can Help You Sell the Need AND the Problem - Quickly & Easily
Because when people don't see the "need" for insurance, they are not interested in discussing it, and they don't buy.
And they see the "need" - only when they understand that they have a compelling or disturbing "problem".
So if you want to know how to sell insurance, you must first know how to sell the need or explain the problem.
Here's Why It Works
When your sales process begins with selling the need, and you focus someone's attention on a problem, instead of a solution (product features and benefits), you accomplish three critical objectives:
- you establish trust and credibility, because you're presenting facts and various types of evidence as the basis for a problem that affects many people.
- you become more of an "advisor" (rather than a sales person) because you're helping them solve a problem instead of selling them a product.
- you create a sense of urgency and intention, because the problem disturbs them and compels them to take action in order to prevent or avoid the "pain" associated with the problem.
Examples of How To Sell Insurance "Problems"
Auto Coverage: "Bob, low cost auto insurance can leave you personally liable for 10s or even 100s of thousands of dollars. Can I show you how to protect yourself?"
Term Life Insurance: "Ann, hundreds of young, healthy parents are killed in car accidents every day - leaving their families without the income they need every month. Can I show you how to protect your family?"
Health Coverage: "Steve, a serious traffic accident or a critical illness like cancer can happen to anyone of us - at any time; and result in huge medical expenses. Can I show you how to protect yourself?"
Disability Insurance: "Kathy, everything you have or plan to have is dependent on your income - which is dependent on your physical and mental ability to earn it. Can I show you how to protect your income?"
Examples of How to Sell Insurance "Needs"
Auto Coverage: "Bob, if you don't protect yourself with adequate auto insurance, you could be sued for everything you own and even forced into bankruptcy."
Term Life Insurance: "Ann, if you don't protect your family with enough life insurance, they could be forced to change the way they live, their schools, their friends, their opportunities and their futures."
Health Coverage: "Steve, if you don't protect yourself from the high cost of medical care, you could find yourslef unable to pay for the surgery or treatments you might need to save your life."
Disability Insurance: "Kathy, if you don't guarantee yourself some sort of income replacement to pay the bills when you are too sick or injured to work, you could end up living with your family or friends."
Click Here To Learn How WebPrez Videos Can Help You Sell the Need AND the Problem - Quickly & Easily
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