Selling More Insurance Cross Sales
Cross selling more insurance to clients can be a huge opportunity, and it’s probably something that’s on your agenda as an agent.
“When we recommend something with passion, people feel that.”
But if you’re like most agents, you probably have some trouble actually making your cross selling recommendations to clients stick. If selling more insurance is on your agenda, here’s a powerful tip to level up your game: the tone of your voice can really make an impact. Let’s dive a little deeper into what we mean.
If you have passion, customers will feel that
Recommending something to a client is only half of the battle. You may be saying the right words, but if the customer feels like you’re apathetic, they’re not going to buy what you’re saying (literally and figuratively). On the flipside, if you’re passionate about what you’re selling, your customers will feel that as well. That’s why how you’re approaching your cross sales is so crucial to successfully selling more insurance.
Seek the outcome
When we’re proposing more insurance, the outcome we’re seeking is a sale. If you keep that in mind, you may have a little more passion for what you’re doing. Instead of just recommending an umbrella policy, you can say something like “Hey, I noticed you have a swimming pool, and I have some concerns about additional insurance.” When you’re focused on the outcome, you’re more likely to use words and approaches that connect with your customer.
Leave an impact
Much of the time, when an answer is “no,” it’s not really “no,” but it’s more of a “not right now.” When you’re approaching selling more insurance, you should think of it as an opportunity to plant a seed. Your customer can then take the information you gave them and think it over. Once that seed has grown, they’re likely to want to have what you’re offering.
There are really two main steps to improving your cross sales. The first is making sure you’re saying the right words, but the second is focusing on how you’re saying those words. Once you start approaching your cross sales with passion and genuine interest, you’ll be well on your way to becoming a Ridiculously Amazing Agent in 2021.
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