photo credit: cecilsav

Yes, selling insurance can be a fun and positive experience.  Contrary to your experience of being shunned and abused.  You may feel like you have a sign on your back that says, “take all your pent up frustrations out on me” because that’s how it seems people react to you.  Unfortunately, you’re getting the exact reaction you’ve earned because you haven’t figured out how to get people wanting to talk to you…until now.

Interrupt.  Whether you’re cold calling on the phone or in-person, networking, or utilizing marketing promotions you have a tiny opportunity to positively interrupt the person you want to communicate with.  And that’s exactly what you have to do.  You have to abruptly interrupt there current existence, and get them to pay attention to you.  Using the other persons name is one of the easiest ways to do that.  When you don’t know their name then the next best thing is to get their attention by calling out to the specific group they belong to such as: ladies, agents, small business owners in Omaha, Ne.

Engage.  Now you’ve been on the receiving end of more sales pitches than you’ve probably given, so what usually happens?

Hint, when it does you immediately and angrily disengage.

The sales person metaphorically pukes on you.  They immediately go into this big spiel about who they are and what they can do for you.

WHO CARES????

Questions are engaging.  Rather than telling try asking.  Use open ended questions to ask a about something relevant to what they want.  You like to ask questions like, “how long has it been since your last insurance review?”

NO, NO, NO.
Your question is about you.  If you want to engage them it has to be about them and something they’re interested in.

Attract.  I’ve yet to ever hear anyone say, “I just couldn’t sleep last night thinking about how I just had to buy life insurance first thing in the morning.”  And neither will you.  However, I have heard people express their concern about all kinds things that are important to them.  As soon as you provide a way to give people what they want they’ll be attracted to you.  One of the things they want is information about how to get what they want.

Increase sales through your communication.  The purpose of communication isn’t helping others to understand you and what you do.  The purpose of communication is to produce an action.  However, you can’t communicate with anyone until you interrupt them, engage them, and give them what they want.