How to stand above the competition and GET MORE SALES

In Insurance

Reghunath Nair

Second Level

Ice Breaker

The Sales Equation

10• Prospects

5• Appointments

3• Closing Interviews

1• Sales

Second Level

Sales Cycle

Sales Cycle

Prospecting

Approaching

Collecting Info

Solution Design

Presenting

& Closing

After Sales Service

Prospecting : Where and How

Personal Observation

Personal Acquaintances

Policy Owners

Center of Influence

Referred Leads

News Papers

Cold Calling

Nest Building

Second Level

Prospecting Exercise

Pre-Approach

Objective: To get a qualified appointment

Call planning

Benefit selling

Objection handling

Close

Second Level

The purpose of your call is to sell an interview -- not to sell an insurance policy.

Prepare & Practice

Practice..Practice…Practice

Know exactly what you are going to say

Telephone approach structure

ConfirmationAlternative

closeReason To

CallIdentification

Second Level

Pre-Approach Exercise

Second Level

Approach“The first four minutes of your initial

contact are the crucial ones”

Things First Noticed

Appearance

Facial Expressions

Movements

Tone & Pitch of voice

Words

Body odor

Biggest Negatives

Wrinkled Clothing

85%

Dirty Shoes

62%

Poorly Tied

Necktie

58%

Clashing Colors

42%

Poor Oral

Hygiene

50%

Untidy Hair

52%

Old Model Of Selling

Rapport

Building

Fact Finding

Presentation

Closing

New Model Of Selling

Rapport Building

Fact Finding

Presentation

Closing

Click to edit Master title style

C

A

R

E

S

The 5 Step Principle

Rapport Building

Second Level

Approach and Rapport Building Exercise

Second Level

Fact Finding Exercise

Asking Questions

Ask one question at a time

Probe further when you receive

short answers

Do not interrogate the prospect!

Ask open-ended questions

Listening

Be patient and attentive.

Let the prospect talk.

Be sure to keep an open

mind.

Do not be led astray by

emotional words or

arguments.

Second Level

Identifying the Needs

Maintain something Reduce somethingImprove something

Most People want to……

Questioning Technique

Ask the question

Pause –wait for

the answer

Encourage the

response

Questioning Process (Gap Analysis)

Future Needs

Label

Situation Now

Second Level

Fact Finding & Need Analysis Exercise

Designing a Solution

Analyze needs

Ability to pay

AlternativesPrepare your presentation

Second Level

Sales Presentation

People are not moved or motivated until they are emotionally disturbed.

When a person can relate a specific need to the cause of a specific problem, that person begins to look for a solution.

Second Level

Benefit Selling

Selling in an emotional world

Rational paradigm of marketing:

Build a business, define a USP,

advertise like crazy.

Emotional paradigm of marketing:

Discover the emotions driving your customers, create an ESP, and delight your

customers,

Decision Influencers

Creating Emotional Connections

• Emotions are behind product, service choices

• Emotions affect decisions

Discover emotions that drive

your customers:

• Engage customers and create belonging

• Minimize fears, Maximize comfort level

Create fulfilling

experiences that add

value and affinity:

The Power of ESP

Trust is the #1 reason people switch brands.

No method for regaining trust has been defined.

How trustworthy is you and your brand at all

levels?

Essentials of an effective presentation

It must capture your prospect’s

instant and undivided attention.

It must arouse interest by

describing owner benefits and

their advantages to the prospect

It must build desire by

winning your prospect’s

confidence.

It must motivate your prospect to take action now.

Presenting the Cost

Do not reveal the cost too

early

Minimize the cost

Relate to an

everyday cost

Be confident

Second Level

CLOSING

Salesman’s wisdom

In closing, nothing is more contagious than your enthusiasm

an assertive attitude of expectancy coupled with a planned strategy will help you close more sales.

Your Attitude

Objections are not obstacles to closing the

sale

Welcome the objection as a useful information

to determine your prospect’s thought

process

Strategy

Learn and master the strategy for handling

objections and you’ll be able to remain poised

and react calmly

Success factors in overcoming objections

Nature of Objections

The first objection is not the real objection but only a sales

resistance. It’s expressed in alibis, excuses or stalls.

Genuine objection will have the ring of sincerity

Make the genuine objection the final objection.

Common Objections

No Need

No Money

No Hurry

No Trust

Buying Signals

At least 20 Signals

Recognize them

Hit at the right time

Get the commitment

Commit to serve

Collect reference

Fix up the next

meeting

Second Level

Sales PresentationTeam Activity

Second Level

Now… Close the Sale