Sales Presentations: Do’s and Don’ts
Sales presentations are the lifeblood of insurance selling. Without them, there are no sales. Whether you’re a newbie agent or seasoned professional, time spent on the development and perfection of your presentation is undoubtedly time well spent. So, if your sales are lagging, perhaps it’s time for an update. Here are a few insurance presentation do’s and don’ts to consider before your next appointment.
Do be prepared.
Prior to a sales call, how prepared are you? For example, do you have all relevant sales materials (brochures, price quotes, illustrations, etc.)? Have you practiced your presentation including how you’ll respond to objections?
Don’t use a canned presentation.
Instead of relying on the usual spiel, take the time to understand all you can about your prospect. Doing so will allow you to tailor your presentation to your specific audience as well as identify cross-selling opportunities.
Do know when to listen.
Having a killer presentation is great, but it’s important to know when to slow down or stop. When you’re pitching, pay attention to facial expressions and body language. If it looks like someone is anxious, confused or has a question, it may be time stop and listen.
Don’t just sell the product’s features.
The most effective presentations describe not only the important features of a product but also how the benefits can positively impact the customer. Remember, consumers want to know what it is that you can do for them that someone else can’t. Identify their needs and sell to them.
Do be positive.
In general, most people would prefer not to sit through an insurance sales presentation. After all, you’re talking about things such as risks and losses. Given the not-so uplifting subject matter, it’s important for you to be enthusiastic about what you can do to help protect what’s most important to them.
Don’t sell on price.
Insurance is a competitive industry, making it easy to reel in prospects based on price alone. But the truth is that most consumers who write with you on price alone will eventually leave you for the same reason. These “price-checkers” may feel good to put on your books today, but they’ll wreak havoc on your retention when they leave you midterm or at renewal.
Are your sales keeping pace with your goals? If not, it may be time to analyze and update your sales presentation.