Tips for Selling Life Insurance: Q&A Tactics

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The insurance agent shakes hands with the possible client, sits down, smiles and says, "I have a stock here that I believe to be the best life insurance container I have ever seen. In all of my years in the insurance business, I have never been so impressed with a product. I'd like to tell you all about it."

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The salesman knows the ins and outs of his contribution and no one who listened in on his sales pitch could doubt his love and support of the insurance stock for even a split-second. What happens when he concludes his impassioned pitch? More often than not, nothing happens. No procedure is written. No sale is made.

In the office across the street, an agent meets with possible client. After pleasantries are explained, he asks "So, what do you want from all of this? What are the things you'd like life insurance to accomplish for you? He listens attentively to the prospect's answers, request follow-up questions for solution and to elicit more facts to help him understand the prospect's needs and wants.

As the conversation progresses, the agent gets to know his possible client better. He is able to organize a rapport with the person and can rule what might be appealing. The agent, who has been noting fact after fact while the interview, is able to then interpret exactly what can be done to best meet the needs of the prospect. Yes, he pitches his life insurance product, but he does so based upon the expressed interests and concerns of the possible client. What happens when he finishes? More often than not, a new procedure is written. A sale is made and agent will find himself with yet other commission.

These two examples spin the power of using a "question and answer" (Q&A) coming to selling life insurance. Those who sell life insurance using methods rich in listening and questioning invariably outperform agents whose focus in on their own opinions and expertise. In addition to helping to organize great agent-client rapport, Q&A tactics are a remarkable strategy for selling life insurance for two reasons.

Initially, it keeps the focus on the one thing that must always be front and center in any sales situation: the buyer. Instead of creating a stock focus, the Q&A methods allow those selling life insurance to keep the meeting's attentiveness directed to the buyer. People, by nature, reconsider themselves and their interests of famed importance. This recipe allows the insurance agent to make sure the meeting unfolds in a manner that will interest and motivate a possible buyer.

Secondly, the technique provides the jobber with a great deal of vital information. Those selling life insurance with Q&A techniques find themselves armed with client-specific responses to frequent buy objections. They are also able to good interpret the procedure and its advantages in ways that are meaningful to the prospective client. An insurance agent can also make sure they are contribution a stock that truly meets the unique needs of the prospect.

Even the most well delivered product-centered sales pitch can fall on deaf ears. Prospects long to be at the forefront and are far more likely to be motivated to buy life insurance if the agent focuses attentiveness on their definite needs. Methods that make use of vital Q&A to sell life insurance put clients on center stage and motivate them to buy policies.

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