Riddle Me This Gurus

[Justin Bilyj]

I hope I have your attention. I have just ended one book, ASK QUESTIONS MAKE SALES, and started another SPIN SELLING.
And the question I want you to answer for me please...
1. How long is the sales cycle of selling Health insurance? How bout Life insurance?

Alot of people emphasize one call one close, and I have known others that like to take up to two calls to close the deal. What has worked best for you in your opinion?

I read that when the value of the sale goes up, closing more decreases the chance of getting that sale.

2. Do you see Health insurance comprising of large value or small value (easily closed using closing techniques), how bout Life insurance?

Now IMO i think no matter what and I am sure you will agree with me that prequalifying your client moste excellently (lol) would make THEM ask for the order/insurance, BUT, since I am greedy and want to make every sale, what about the person that wants to talk it over, look it over, think about it, sleep on it?

I appreciate your input and sarcasm (somarco, ricky, al3)
Namaste

 

[motoxxx]

Man, there is no short answer to your questions, really.

I do about 50-80% of my deals on one call closes for health insurance. The remainder of my closes for health will either think about it, or talk to a spouse (which is good, I think). I always tell whoever wants to talk it over with a spouse to write down any possible questions or scenarios that they can think of . When they do call back, we take a few minutes to answer, then usually on these I get 100% closes.

Usually in sales if you get a "I want to think about it" answer, you got a "No" response. They won't buy, or at least they won't buy from you. Consumers buy from people they like they trust. If they don't like you or trust you, you lost.

I find it really easy to close health insurance, not as easy to do life insurance because I mostly concentrate on health at this point.

As far as the value goes, I show my clients the value in it and I use very pointed examples to illustrate how insurance is worth what you pay for . The key is making sure that you place your client in a policy that best fits their needs, not yours. I don't want my clients paying one dollar more than they have to for the coverage they need. This shows them that I am on their side, and that I have their best interest at heart. That also helps with closes but also keeps the trust going for the long haul.

 

[Guest]

I think, like everything else, the more time that passes between the initial interest/first call, the less likely you are to get the sale, and statistics prove this. I've asked 100's of agents this question:

After you let someone off of the phone to think it over or talk to their spouse, etc. how many do you get back on the phone actually close/write a policy for?

The answer has always between zero and 20%

Now eventually some will call you back when they're ready, but those would call you back anyway if you qualified them throughout your presentation and again at the close.

 

[The New Guy]

Since the beginning of this year, I've only had 5 1st call closes.

They were either running out of insurance in days, or had already been treated by another agent before they called me, or I called them.

That's from a total of 263 leads year to date.

Perhaps I don't close hard enough, I'm not sure, however, I am waiting for my 7:15pm appointment tonight, they will be my 5th sale this week, with another appointment at 11:30am tomorrow. I sold 4 last week.

I don't have a style that I'm aware of, I just try to make people feel comfortable with me.

If their a one call customer that's what they get, if they need their hand held, that's what they get.

 

[moonlightandmargaritas]

Generalizing about anything is stupid...at best.

Some are ready on the first call, some aren't. The wisdom to know when is the magic.

 

[Justin Bilyj]

abraham lincoln lol didnt he sleep with dudes?

 

[Slim]

One call closing is the best when it works. What does the book say ? Be a chameleon?

 

[CHUMPS FROM OXFORD]

"Generalizing about anything is stupid...at best.

Some are ready on the first call, some aren't"

That's my gig too. Every conversation or email I have with a prospect comes with no preconceived notions. Selling "on the fly" can actually be quite effective.

 

[Todd King]

abraham lincoln lol didnt he sleep with dudes?

I think that was Benjamin Franklin.....but then again....who knows?

 

[SportsNut]

abraham lincoln lol didnt he sleep with dudes?

The poor sumbitch is 200 yrs old, and dead... from being shot in the back of the head... Is that anyway to talk about him...? The 16th Pres of the US... almost on Pres Day too...