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Personal Selling in Life Insurance

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Personal selling in insurance - is an effort to provide better understanding on life insurance selling with confidence.

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Personal Selling in Life Insurance

  1. 1. 2017-18@iiConvergence ALL RIGHTS RESERVED – find us at http://iiconvergence.com or on Skype in LinkedIn or at FB or at Twitter or on whatsapp at 881 891 0500 2 Days MSF Certification for Sales Mastery PERSONAL SELLING SKILLS IN LIFE INSURANCE
  2. 2. 2017-18@iiConvergence ALL RIGHTS RESERVED – find us at http://iiconvergence.com or on Skype in LinkedIn or at FB or at Twitter or on whatsapp at 881 891 0500 2 Days MSF Certification for Sales Mastery STANDARD SALES PROCESS Suspecting Prospecting Taking Appointments Counselling Objection Handling Negotiation Closing
  3. 3. 2017-18@iiConvergence ALL RIGHTS RESERVED – find us at http://iiconvergence.com or on Skype in LinkedIn or at FB or at Twitter or on whatsapp at 881 891 0500 2 Days MSF Certification for Sales MasterySuspecting Prospecting Listing of Prospective Customer through Natural Market • List of prospects categorically • Seeking appointments Counselling
  4. 4. 2017-18@iiConvergence ALL RIGHTS RESERVED – find us at http://iiconvergence.com or on Skype in LinkedIn or at FB or at Twitter or on whatsapp at 881 891 0500 2 Days MSF Certification for Sales Mastery Introduction Presentation Objection Handling Negotiation Enthusiastic Energetic Positive Attitude Communication Skills Investing Possibilities Investing Mode Need Identification Proactive in Nature Focused Observation COUNSELING Characteristics
  5. 5. 2017-18@iiConvergence ALL RIGHTS RESERVED – find us at http://iiconvergence.com or on Skype in LinkedIn or at FB or at Twitter or on whatsapp at 881 891 0500 2 Days MSF Certification for Sales Mastery “3” BASIC SALES APPROACHES Standard Need Satisfaction Problem- Solution • Pat statements and refined sales pitch • Good for rookies, uniform for Mgmt. • No listening • Lots of careful questions to find opportunity • Full analysis of customer needs
  6. 6. 2017-18@iiConvergence ALL RIGHTS RESERVED – find us at http://iiconvergence.com or on Skype in LinkedIn or at FB or at Twitter or on whatsapp at 881 891 0500 2 Days MSF Certification for Sales Mastery APPROACH Need Satisfaction & Problem-Solution Urban Areas – Big Cities, Metros, Mini Metros. Higher Education level Competitive Markets Knowledge Driven Places Highly Penetrated Areas Standard Rural Areas – Low Profiled Districts, Town, Villages. Low Education level Less Competitive Markets Poor Know-How of the industry Geographical, Environmental & Social Differences & Stigmas
  7. 7. 2017-18@iiConvergence ALL RIGHTS RESERVED – find us at http://iiconvergence.com or on Skype in LinkedIn or at FB or at Twitter or on whatsapp at 881 891 0500 2 Days MSF Certification for Sales Mastery CALL PREPARATION • Know your product inside out. • Be knowledgeable about the industry. • Know your competition • Know the basics of the customer's needs. • People in common. • Believe in yourself, your company, and product.
  8. 8. 2017-18@iiConvergence ALL RIGHTS RESERVED – find us at http://iiconvergence.com or on Skype in LinkedIn or at FB or at Twitter or on whatsapp at 881 891 0500 2 Days MSF Certification for Sales Mastery 32165 23160 23155 21345/50 12335 23130 32125 PROTECTIONINVESTMENTSAVINGSAGE CUSTOMER’S NEED IDENTIFICATION ‘AGE - WISE’
  9. 9. 2017-18@iiConvergence ALL RIGHTS RESERVED – find us at http://iiconvergence.com or on Skype in LinkedIn or at FB or at Twitter or on whatsapp at 881 891 0500 2 Days MSF Certification for Sales Mastery FIRST FEW MINUTES • Nonverbal visual cues – Your dress. Plan it. – Look them in the eye and shake firmly. – Smile broadly. – Show personal enthusiasm in body language. – Pace yourself by customer…watch them approach
  10. 10. 2017-18@iiConvergence ALL RIGHTS RESERVED – find us at http://iiconvergence.com or on Skype in LinkedIn or at FB or at Twitter or on whatsapp at 881 891 0500 2 Days MSF Certification for Sales Mastery THE OPENER For Need Satisfaction & Problem-Solution Approach Careful questions to find opportunity like... Do you know why people are aggressively taking insurance these days? or Do you know, what are the benefits of insurance? No. I Answer: Let me tell you, Sir – “with a smile”
  11. 11. 2017-18@iiConvergence ALL RIGHTS RESERVED – find us at http://iiconvergence.com or on Skype in LinkedIn or at FB or at Twitter or on whatsapp at 881 891 0500 2 Days MSF Certification for Sales Mastery 1. Best Savings and Prudent Investment. 2. Perfect Short Term & Long Term Investment Planning. 3. Higher Returns with Calculated Risk & Cover. 4. Child Protection & Education. 5. Flexibilities, Liquidity & Opportunity Driven Investment. 6. Family Protection & Security – Higher Risk Cover at Low Cost. Get some CARDS - printed – (Prepared Page) BENEFITS Tax Benefits (Section 80 – C & Section 10-10-D) with One & All
  12. 12. 2017-18@iiConvergence ALL RIGHTS RESERVED – find us at http://iiconvergence.com or on Skype in LinkedIn or at FB or at Twitter or on whatsapp at 881 891 0500 2 Days MSF Certification for Sales Mastery The Five Golden Questions to follow… THE OPENER For Need Satisfaction & Problem-Solution Approach Why do you get worried due to these results?Q.5 If you don’t get the opportunity for it, What could be the results? Q.4 Why it is important for you?Q.3 Why did you choose it?Q.2 What is your first Priority? (from the list of Benefits of insurance)Q.1
  13. 13. 2017-18@iiConvergence ALL RIGHTS RESERVED – find us at http://iiconvergence.com or on Skype in LinkedIn or at FB or at Twitter or on whatsapp at 881 891 0500 2 Days MSF Certification for Sales Mastery NEEDS DISCOVERY • While closing the Q’s.- this is the key selling skill. • Question and listen. Really listen – What’s not being said? – What are they trying to say but “can’t” – What’s the real need? • Sometimes the needs are “just those of the buyer, and not actual”. You understand!
  14. 14. 2017-18@iiConvergence ALL RIGHTS RESERVED – find us at http://iiconvergence.com or on Skype in LinkedIn or at FB or at Twitter or on whatsapp at 881 891 0500 2 Days MSF Certification for Sales Mastery QUESTIONS • OPEN PROBES – To get into the Emotional or Problem or Challenge or Solution Level of an individual. – Let him feel about things while listening to him,& if not…make him feel about it. – Be attentive while listening & be genuine in responses.
  15. 15. 2017-18@iiConvergence ALL RIGHTS RESERVED – find us at http://iiconvergence.com or on Skype in LinkedIn or at FB or at Twitter or on whatsapp at 881 891 0500 2 Days MSF Certification for Sales Mastery QUESTIONS • CLOSED PROBE Identification of two Important component. – How much are they saving in the current financial year? – How long can they save the same?
  16. 16. 2017-18@iiConvergence ALL RIGHTS RESERVED – find us at http://iiconvergence.com or on Skype in LinkedIn or at FB or at Twitter or on whatsapp at 881 891 0500 2 Days MSF Certification for Sales Mastery CONCERNS AND OBJECTIONS • Typically a natural part of any call • An opportunity for more dialogue • Helps both parties in buying process. – “this is a buying process” • Customer “indifference” is the killer not active objections
  17. 17. 2017-18@iiConvergence ALL RIGHTS RESERVED – find us at http://iiconvergence.com or on Skype in LinkedIn or at FB or at Twitter or on whatsapp at 881 891 0500 2 Days MSF Certification for Sales Mastery HANDLING OBJECTIONS – Listen – Agree/restate without prejudice – Get clear about the real issue – Discuss solutions – Ask for a commitment
  18. 18. 2017-18@iiConvergence ALL RIGHTS RESERVED – find us at http://iiconvergence.com or on Skype in LinkedIn or at FB or at Twitter or on whatsapp at 881 891 0500 2 Days MSF Certification for Sales Mastery CLOSING • Trial closes might uncover more issues/needs – Is this what you had in mind? – Would this do the job for you? – How does this look? • If still no… – What specifically doesn’t seem as though it meets your needs?
  19. 19. 2017-18@iiConvergence ALL RIGHTS RESERVED – find us at http://iiconvergence.com or on Skype in LinkedIn or at FB or at Twitter or on whatsapp at 881 891 0500 2 Days MSF Certification for Sales Mastery BUYING CLUES • Nonverbal yes’s • Sounds good… • Focus on delivery and terms in discussion • Timelines • Pulling out forms
  20. 20. 2017-18@iiConvergence ALL RIGHTS RESERVED – find us at http://iiconvergence.com or on Skype in LinkedIn or at FB or at Twitter or on whatsapp at 881 891 0500 2 Days MSF Certification for Sales Mastery CLOSING • Alternative close – Which mode of payment would you prefer – Yearly or Half yearly? • Summary close – When you have a great chance of solving you housing problems while shifting in your own house after 10 year with the guaranteed returns best in the industry…should we delay?
  21. 21. 2017-18@iiConvergence ALL RIGHTS RESERVED – find us at http://iiconvergence.com or on Skype in LinkedIn or at FB or at Twitter or on whatsapp at 881 891 0500 2 Days MSF Certification for Sales Mastery POST SELLING • Service, service, service. • Know your company’s ability • Don’t ever oversell • Call and write. • Creative thanks. • Visit again soon after product delivery.
  22. 22. 2017-18@iiConvergence ALL RIGHTS RESERVED – find us at http://iiconvergence.com or on Skype in LinkedIn or at FB or at Twitter or on whatsapp at 881 891 0500 2 Days MSF Certification for Sales Mastery I appreciate your kind attention. Thank you

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