Have you ever wondered how your agency can win an insurance sale with a strong proposal?
Let me ask you this: “Is it better to email someone a quote or review it with them in person?”
If you are of the same mindset as me, and it is obvious that an in-person (or at least over the phone) presentation is better, doesn’t it stand to reason that the likelihood of a close can increase with a strong presentation?
Assuming you are still with me, how many of you have a strategy to approach your presentation as part of your new business sales process? Do you discuss gaps in coverage, missing discounts on existing policies, or reasons why doing business with your agency is in the best interest of the client?
At this point in the insurance sales process, you should’ve already established a good relationship with the prospect; lean on this relationship and continue to show your value and expertise as you explain the components of the quote you are presenting.
It is very easy to be a quote machine. That is what direct writers and online agencies want to establish in our industry. The good news is that the vast majority of people still want to work with someone that they believe in and trust.
Use this to your advantage. People’s expectation of good service and personal attention is so low right now. You can create an extremely positive experience when presenting the quote that it overcomes the negative association that people have with buying insurance
And don’t forget the final component of the presentation, ask for the business! After you’ve presented the quote, have an “ask” ready. You want to word the request in a way that gives them an option but not an option to say “no”. For example, “So, it looks like CompanyX will be a great fit for you and I’m excited that we were able to get you the right policy. Would you like to put the down payment on a credit card or would you like me to set you up on automatic bill pay?”
Remember, we are assuming that we are getting the sale throughout the process. This confidence, voice tone, and language will create trust and lead the prospect to want to do business with us!
Contact me to learn more about our Sales APPX training program where we review how to present a quote as part of the overall sales process.
