May 28, 2018
On this episode of the Ridiculously Amazing Insurance Podcast, Kelly and Dave outline their tips for avoiding objections from customers and prospects from the outset. By creating a clean sales process and addressing objections before customers are even able to bring them up, agents can increase their efficiency and have more capacity overall.
The first key to avoiding objections is to cultivate relationships with your customers and prospects by engaging with them more frequently on topics that they have an interest in: their family, their pets, their occupation, upcoming holidays, or what they are doing this weekend. By creating an open conversation, you are more likely to find out honest details about their lives that are relevant to you as you compile a quote for their specific coverage.
Secondly, be intentional about asking direct questions upfront that can relinquish objections that you anticipate they might bring up later in the conversation. By asking a question like “Besides, price, what is the most important thing to you in this process?” you are giving yourself some ground to stand on later in the conversation if their objection is price; you already know that coverage or service is important to them and you can take the conversation in that direction.
Finally, many agents have found great success in providing quotes over the phone. By setting the expectation early on in the call that you can get them a quote while you have them on the phone if they have 20-30 minutes available right now, you are removing typical barriers from the quote process and putting the customer’s mind at ease that they can have the information they need to make a decision that same day. Agents must be confident and concise in explaining the coverage and quote being recommended as well as cordial and light-hearted so the customer does not feel that you are taking too long to get them what they need.
If you haven’t already, be sure to subscribe to this podcast (http://agencyperformancepartners.libsyn.com/) so you will be notified when new episodes are released, including next month’s episode on how to handle objections if you still receive them after following these steps.
Also, check out our latest e-books and training videos (https://www.agencyperformancepartners.com/blog-2/) as well as the APPx Sales course that provides a lot more resources and training on topics like the one covered today (https://www.agencyperformancepartners.com/services/appxsales/)!