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Insurance Sales: Are You Asking Questions?

By: Cheryl A. Clausen

Frequently the questions you ask are either way too general or way to personal to get a good response. You can tell you're asking the wrong questions when you and your prospects feel uncomfortable with the questions you're asking. When you ask the wrong questions the prospect withdraws and you have a very stilted conversation leading to either a "no" or "not now". In contrast, when you ask a good question the prospect acts interested and responds with a well thought out genuine answer. Plus they relax and open up willing to tell you more.

When your questions get the interest and attention of the prospect you know you have a good question. You want to be able to repeat this process with other prospects, so you need to understand why it was a good question. A a good question will: demonstrate your understand of the prospect and what they want, open up a conversation about what they really want and why they are frustrated about it, help them to see how their future could be, help them to clarify their problems and what's keeping them from having it now, help them to explore how not having whatever it is they want is impacting their life, and it helps them to explore the value of what they want to them.

There isn't one question you can ask that will do all that. But there is one question that can get the prospect to engage and open up to you allowing you to ask a cascade of questions. To continue the conversation each question must make logical sense and follow with what the prospect just told you.

Your competition is still asking stupid questions that cause the prospect to disengage so when you aren't your great questions separate you from your competition. The whole point of great questions is putting the prospect at ease and learning what you need to learn to better serve them and their needs. Sales coaching helps you to learn how to hold sales appointments that are really just great conversations that result in sales.

You must combine intent listening with the right questions. Failure to listen to a prospects response to your questions will result in a "no sale". It's disrespectful and it makes the prospect feel like they're being sold.

In general, people hate to be sold. People have a negative reaction to whatever they're being offered if they feel like they're being sold. Yet everyone likes to buy to satisfy their wants. When prospects buy from someone they like and trust they buy with enthusiasm and conviction.

If you know how to hold a conversation with a complete stranger in a non-sales setting you know how to do this. It's really that easy. And as you talk you gain the trust of your prospect. Even though it's that easy most sales people act as though they don't know how to act like a decent human being when they have a sales appointment because they think they have to talk in order to help the person to buy and they think they have to use a presentation when that's the worst thing they can do.

Article Source: Main Articles

About the author: Cheryl A. Clausen can help you get unstuck. Effective Sales Techniques get her free ecourse. Increase your sales today through Sales Coaching, look here.

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