Top Insurance Sales Questions To Ask – Before You Get To Underwriting Questions
Have you ever thought about when your sales process actually starts? Is it from the moment that you connect with a new lead, or when you go over pricing?
“For all too many salespeople, we underwrite and then we try to become a sales person. And we really wanna reverse that trend. It’s important that we focus on selling from the first moment we interact”
We find that far too many salespeople are underwriting first, then becoming a salesperson second, and in order to be a Ridiculously Amazing Agent in 2021, you want to reverse that process. It’s important that we focus on selling from the first moment we interact, and here’s how to do it:
You want to impress from the beginning
If you treat every initial interaction like a sales pitch, you’ll be much more likely to succeed as an agent and hit your insurance goals. From the beginning, you want to be impressive, and should present yourself in a fashion where people are excited to work with you. This way, you’ll be laying the groundwork for a possible sale.
Start with insurance sales questions before underwriting questions
Before you even start your underwriting questions, you should be inserting insurance sales questions into your conversation. These can be casual, but can offer a lot of important information. Here are some questions to ask before you get into underwriting:
- Why are you shopping today?
- How are you going to select your final agent?
- When are you looking to make your decision?
- Do you have policies with any other insurance agents?
- Should other decision-makers be involved in reviewing the options?
By asking these sales questions, you’ll understand where your prospect is in the buying process, and have a better understanding of their needs.
Share about yourself
We’re always much more likely to buy things from people we know, like, and trust, which it’s why your responsibility during a new sales process to become memorable. If a prospect starts talking about their dog, you can also start talking about your dog, to bond with them and make a connection and become memorable. Sharing a little bit about yourself can go a long way, so it’s good to have a personal pitch ready to go in your back pocket.
We shouldn’t wait until the underwriting process to begin our sales pitch. If we go into things like year, make, and model, before hitting our sales questions, we’ll be setting ourselves up for pitfalls, and will be actually detracting from our sales process.
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