Top 3 Tips for Becoming a Better Insurance Salesperson

To succeed as an insurance adviser, you must be many things. An insurance expert, a financial planner, a networking pro, and also a great salesperson. Life insurance sales talent isn’t something that you either have or you don’t; with practice and a little bit of help, it’s simple to develop your sales skills until you’re able to charm even the most difficult leads.

Here are our top insurance sales tips to help you develop your skills:

1. Energy + Interest

While you may think that you need to be a master of psychology or smooth talking to ace life insurance sales, the two best things you can cultivate are energy and interest. Why are you selling life insurance? Sales may not be what you were interested in from the start, but if your pitch isn’t good enough to convince yourself that there is something necessary about life insurance, you aren’t selling your services well enough.

You’ve got to truly believe that your insurance agency offers something vital to the client. Not only will your client pick up on your interest level, and subconsciously mirror it, you’ll also find it easier to stay as up-to-date as possible on the latest insurance news, meaning you’ll be able to offer your clients the answer to any question they may have.

Successful insurance advisers often work longer hours – not because they have to in order to make sales, but because they have the energy that pushes them and allows them to enjoy their work.

You don’t necessarily have to spend all your time at work – but you should feel as though you are energised by life insurance sales. If you don’t feel that way, the old trick of faking it till you make it actually does work. The more time you spend in a “fake” state of energetic sales mode, the easier it will be for your brain to associate that level of energy with your work.

2. Address the Five Buying Decisions

Before buying major purchases like insurance, most clients go through five basic items that help them make their decision:

• How trustworthy is the salesperson?
• Is the agency reputable?
• What problem does life insurance solve for me?
• Is the price of the insurance worth it?
• Is this the best time for me to buy insurance?

Learning to address each of these decisions in your sales conversation should be a key part of your method. Make sure that your insurance agency presents a cheerful, welcoming, friendly atmosphere that is filled with helpful staff and knowledgeable advisers.

Be sure that you are consistently up to date on the insurance business, and that you know how to get in touch with the direct representative for the insurance providers you sell for. Be sure that you know how life insurance can solve a variety of problems, and that you’re ready with plenty of examples and reviews from other clients that prove just how valuable insurance is right now.

By crafting your insurance sales pitch around these five buying decisions, you’ll leave a potential client with no way to talk themselves out of the purchase.

3. Dip into Psychology

Finally, once you’ve mastered an energetic interest in life insurance, and you’ve created the perfect life insurance sales pitch that addresses all the buying decisions a client needs, it’s time to use some of those hidden tricks that make salespeople so hard to resist. There are subtle psychological tweaks that any salesperson can use to connect with a client on a deeper level.

For example, during the initial few minutes of small talk with a new lead, ask about their kids or grandkids. Most people of childbearing age do have children, so it’s not unexpected or prying – particularly if you have a child of the same age.

You can swap a few anecdotes to connect as parents, and not only have you just established yourself as a more trustworthy person, you’ve also put their dependents on their mind in a subtle, non-pressuring way. Later, when you’re discussing how life insurance can benefit them, they’ll remember their children much more quickly.
In order to learn more about psychology to get more insurance sales ideas, there are many books, classes, or other resources that can help.

Pay attention to salespeople who aren’t in life insurance sales. Watch for the ways that they connect to customers, and how they use that connection to make their product or service more important to the customer.

With these three life insurance sales tips, you can quickly start developing better sales skills. If you are still facing a lot of objections or doubts from leads, consider writing yourself a few scripts that you can memorise for just those occasions.

If you have a ready-made response to every single doubt or concern, you’ll never be at a loss for words when closing the sale that matters the most.