Agency Performance Partners


Insurance Sales Question #2 – Other Than Price How Will You Select Your Insurance Agent?

Posted on April 13, 2021 by Kelly Donahue Piro

Insurance Sales Questions

When agents are first speaking with a new lead, there are some very specific insurance questions they should ask, in order to close more sales. Agents should ask: “Why are you shopping today?” If the lead says price, the follow-up question should be: “Other than price, what’s important to you in selecting your insurance sales agent?” And then the agent should be silent, while the lead responds.

Our goal is to be sales professionals first in insurance, versus quoting and then selling, that’s what makes us “used-car salesmen.”

There’s a reason why this series of insurance questions is so important, and why it can make a huge difference in your sales. Oftentimes, we lose customers over dollars, maybe $50 here or $100 there. But if we know other things that are important to a prospect, such as service, claims, or coverage, we might be able to fill in that price gap. For example, if you’re close to the price the lead is looking for, you can explain the difference they’re going to get, in the areas that are important to them.

At the end of the day, it’s important to know if the customer has a second pain point, besides price. Because many people start shopping on price, but it’s not the straw that breaks the camel’s back. Many of your leads may have never even had an agent before. By asking these specific insurance questions, we’ll be able to find out useful information about our leads, get over our fear of hearing “no,” and be Ridiculously Amazing in 2021.


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