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Home | Business | Sales Training

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Insurance Sales: Are You Asking Questions?

By: Cheryl A. Clausen

The questions you're asking now probably aren't the right questions. If you or your prospects feel uncomfortable when you ask questions, you're asking the wrong question? It's easy to tell when you're asking the wrong questions because the prospect sends clear signals that they aren't comfortable answering your question. But when you ask a good question the prospect acts interested and will often comment, "that's a good question". There is a noticeable difference because the prospect will engage. You can see them thinking about the question and when they respond their answer is well thought out. This gets them to loosen up and start talking.

When your questions get that kind of a reaction you know you have a good question. But you may not understand why it was a good question. It's a good question when: it demonstrates you understand the prospect and what they want, it hits a nerve with something they really want and are frustrated about because they aren't sure how to get it themselves, it helps them to envision a future they want, it helps them to clarify what's keeping them from having it now, it helps them to explore how not having whatever it is they want is impacting their life, and it helps them to articulate the real value of what they want.

You can't do all that with one question. Yet one good question can get the prospect to open up. As they relax and engage in your conversation you're able to ask a a cascade of questions that helps you to know the information you need to know to make a sale. Your questions have to make logical sense and flow with the conversation and what the prospect has just said.

Your great questions will separate you from your competition. As you ask questions and the prospect responds they'll start to feel very comfortable with you, and they'll feel like you understand them better than anyone they've ever talked to before. Part of the value of sales coaching comes from helping you to learn how to hold sales appointments that feel like great conversations and result in sales.

You must combine intent listening with the right questions. Failure to listen to a prospects response to your questions will result in a "no sale". It's disrespectful and it makes the prospect feel like they're being sold.

In general, people hate to be sold. People have a negative reaction to whatever they're being offered if they feel like they're being sold. Yet everyone likes to buy to satisfy their wants. When prospects buy from someone they like and trust they buy with enthusiasm and conviction.

If you know how to hold a conversation with a complete stranger in a non-sales setting you know how to do this. It's really that easy. And as you talk you gain the trust of your prospect. Even though it's that easy most sales people act as though they don't know how to act like a decent human being when they have a sales appointment because they think they have to talk in order to help the person to buy and they think they have to use a presentation when that's the worst thing they can do.

Article Source: http://www.gcyarticles.com

Author: Cheryl A. Clausen can help you get unstuck. Improve your Sales Techniques get her free ecourse. Jump start your sales today through Sales Coaching, check this out.

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