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Insurance Sales Questions # 3: How To Cross Sell Insurance New Business

Posted on April 14, 2021 by Kelly Donahue Piro

Cross Sell Insurance New Business

When you’re at the point-of-sale with a prospective client, you have a window of opportunity to cross sell insurance, and get new business. But before you start quoting, we have some very specific questions for you to ask, to give you the highest chance of success.

At the end of the day, what we wanna be doing is showing people options, and when we can get them to engage in options, they can make a choice that’s best for their family.

Today’s question is: “Would you like me to find all of the discounts you qualify for?” Here’s why that question will help you be a Ridiculously Amazing Agent in 2021.

 

Who would say no?

This question might seem a little loaded, but seriously, who would say no to this? Why asking “Would you like me to find all of the discounts you qualify for?” we’re opening a window of opportunity to cross sell insurance, because most likely, people will say “yes” to this.

 

It doesn’t give the customer the chance to shut you down

If you ask a customer if you can quote their auto, you’ll likely get a hard “no,” if that’s not what they’re calling about. Once you get that “no,” it’s difficult to tap-dance around it. But if you ask about “all of the discounts,” and then ask for their year, make, and model, you can say: “Remember, you asked me to find you all of the discounts.”

 

It gives people options

Ultimately we want to make sure we’re always giving people options, and that’s exactly what this question does. It gives them the opportunity to say yes or no, and we can educate them with what’s available. But once they see the numbers, they’re much more likely to say yes.

 

The bottom line is that asking about “all of the discounts” allows us to have much more room to cross sell insurance at the point of sale, which is exactly what we’re going for.

 

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