I Just Met Her And She Start Selling Me Insurance

Once I went to this gathering and I was new there. I was carrying my 15 month old daughter and was chatting with some people I just met. As it was time to leave, I was introduced by a friend to an elderly couple who greeted me warmly. Somehow the situation ended where I was talking to the elderly wife and she suddenly asked,

“Have you bought any insurance for your daughter?”

“Yes I have. Why?”

“Oh, insurance is very important. So What insurance are you using?

“Prudential. Why?”

“Oh, my husband is an insurance agent for Prudential also.”

I ended the conversation soon after that and left. While I was walking to my car, I thought to myself that the whole thing was very inappropriate and it could have been better. It didn’t feel good.

Problem 1 – No Rapport Building

The first thing the wife asked me was insurance. There was no rapport building and we haven’t even warmed up to each other. I found it a turn off and wasn’t interested to further the conversation with her.

The right way would have been to have casual talk and at the end of the conversation, exchange business card. Then call me in the next few days to ask about my insurance. I wouldn’t mind.

Problem 2 – Weak Probing

Referring to the conversation, when I answered “Prudential”, she didn’t ask further. No doubt she was selling the same insurance, but she could get more information like who I was buying from, am I happy with it, or the plan that I’m using. More information related to her business would be advantageous for her in case she wanted to get my business in the future. Want to probe like a pro with simple techniques? Check out Sales Ninja MASTER Here.

Problem 3 – Database not collected

At the end of the conversation, she did not get my contact number. She lost the opportunity and I probably won’t ever meet her again. Always get contacts of prospects. Database is very important but it is more important to follow up.

Problem 4 – Everyone is afraid of Insurance Agent

I’m not sure if it applies to you, but most people tend to avoid insurance agents. Insurance agents have a bad reputation of meeting you just to sell you insurance.

It’s how you differentiate yourself from other insurance agent. Techniques like rapport building, learning how to follow up without annoying your prospects, probing effectively, selling benefits, handling objections and finally closing the sale is what will get you that sale.

The main problem of this insurance agent is, she didn’t get the sales cycle right. As a result, the prospect got annoyed and will never buy from her again. Are your sales people selling correctly and getting the sales cycle right? Are they meeting customers consistently but not getting sales?

It’s probably time to check if they are doing it right. Offending a customer may end up in you losing that customer forever.

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Kevan Phua is Sales Ninja’s Marketing Shinobi who specializes in online marketing and generating inbounds. He loves reading, spending time with his wife, daughter and definitely his car. Recently, he has been in the online shopping craze and he’s looking to buy a new cupboard to store all his new clothes.

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