There are many factors that make a good salesperson, but at its core, it really boils down to how many customers you can help, and therefore how many sales you can close. Unfortunately, closing is usually the hardest part of the sales process. You can have a great sales technique, but if you crumble when it comes time to close, its hard to be successful. If you consistently find yourself losing sales after you’ve gotten inches away from sealing the deal, try these tips for effective closing.
Know your stuff
The first step in closing more leads is becoming an expert on your product. If you don’t know the policies you sell inside and out, it’ll be tough to instill in your prospect the confidence they need in order to purchase. Study up, know the competition, and be ready to explain why your policy is better than another without hesitation.
Shut up and listen
During the first steps of the sale, let the prospect take the lead in the conversation. Prospects want to feel like a person, not a sale. Ask questions about their lifestyle, situation, goals, and plans for the future. Not only will you be building rapport with the client, you’ll be able to better understand their needs and ultimately offer them the insurance policy that best suits their life. Think of yourself as an insurance consultant in this way, not an insurance salesperson, and closing will become much easier.
Become a storyteller
Storytelling is a good way to connect with people in any setting. Talk about the benefits of your product by recalling or creating a real-world scenario in which your policy was able to help someone else’s family in a big way. Your prospect will be able visualize themselves in the same situation and may become motivated to take the steps needed for the same positive outcome. Remember, humans act on emotion, not logic.
Use trial closing
Before entering the closing process, ask your prospect trial closing questions to gauge how they feel about everything you’ve discussed. Questions like, “How do you feel about how this policy would meet your needs?” or “What questions or concerns do you have?” puts the ball back in the client’s court while simultaneously making you aware of any objections. If the prospect has concerns, address them specifically and reiterate how you can help them.
If you aren’t closing at the rate you would like, it may be time for a shift in gears in your selling technique. Incorporate these tips into your current technique and find out what works best for you. Like anything, remember that converting leads into sales requires practice. Good luck and here’s to a prosperous 2017!