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Mastering the Cold Call: How to Sell Insurance Over the Phone

Thursday, March 1, 2018
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Here at Zywave, we know that phone calls are a huge part of any good insurance agency marketing plan, and we’re here to help. 

7 Tips for How to Sell Insurance by Mastering the Sales Phone Call

1. Prepare your workspace. This may seem obvious, but you’ll want to make sure that you have everything you need to make the sale right in front of you. Sometimes producers waste valuable time shuffling through papers or clicking through tabs to find the correct form. Wouldn’t you rather spend that time making a second phone call and another sale?

2. Keep making those calls. Even if you have a list of prospects prepared, the key to making a sale over the phone is the volume of calls. No matter how many times a person hangs up on you, tells you they’re not interested or lets your call go straight to voicemail, you’ve got to keep dialing.

3Believe in what you’re selling. If you believe in it, you can sell it. One tip for making that come through in your voice is to smile. As any good salesperson knows, smiling comes through in your voice. You won’t have facial expressions or body language to help you communicate through the phone, so you’ll need to convey your love for your product through your voice and your words. Know your product. Love your product. Sell your product.

4. Ask questions. Never assume you know what a potential client wants. In order to sell them an insurance product, you’ll need to understand their needs. And the best way to do that is by asking questions. This also helps the prospect feel heard and respected.

5. Listen. This goes hand in hand with point number 4, but it bears emphasis. Nobody wants to buy insurance from a pushy salesperson who doesn’t understand their customer’s needs. That simply isn’t how to sell insurance. Truly listen to your potential client’s problems, and offer solutions that will meet their needs.

6. Mention your value-added services. Today, clients expect much more from their agents than they did in the past. You are no longer expected to simply package and sell insurance. Many of our partners offer services that help them stand out from the competition. Use the guides, templates and samples in Broker Briefcase to get started.

7. Prepare for objections. We’ve all heard them. “We already have insurance,” “I can’t talk right now,” “I can’t make that decision without talking to someone else.” The list goes on. Be prepared to get some sort of objection from your prospect, and have an answer ready to the most common objections. (Hint: The Producer Training Program in Broker Briefcase can help!)

Cold calls can be a nerve-wracking experience, especially for a new broker. But rest assured, with time and practice, you can master how to sell insurance using the cold call.

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