Sell more life insurance with these revealing questions
Sell more life insurance with these revealing questions
Life Insurance isn’t a knowledge business anymore, but a questions-and-stories business, economist, retirement expert and author Tom Hegna said at the 2018 MDRT Experience and Global Conference in Bangkok, Thailand.
“Telling isn’t selling,” Hegna said. “Get better at asking questions and your sales will go up.” Asking questions gets to key issues faster, he said.
Hegna recommends the following questions to ask clients:
1)Tell me your understanding of life insurance and how it works. What’s your philosophy on life insurance?
2)If you knew you were going to die tomorrow, how much would you buy today?
3)If life insurance was free, how much life insurance would you need?
4)If you were hit by a drunken driver, how much would your family sue for?
If clients have objections, they’re not seeing the value of what you do, Hegna said. Tell them stories and find out what’s important to them.
Hegna also explains to clients how life insurance is like car insurance. He says, “You don’t buy insurance when you need it. You buy it when you don’t. You can’t buy car insurance after a car accident,” Hegna said. The premium is the solution to their problems
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