Tips for successful in-person sales

How many times have you given the best pitch of your life only to have a prospect stare at you and say, “we have to think about it, but we’ll get back to you”—and then the phone never rings?

Unfortunately, this is a situation that you are probably all too familiar with. In this blog post, we’ve put together a few approaches that can help you increase your conversion rates.

Spend just as much time listening as you do talking. Make sure to spend time asking questions and listening. Find out what their wants are, and then cater your suggestions to those goals. You need to prove you have the solution to their needs. Create a rapport by fully explaining how a specific insurance policy fits into their larger financial plan.

Turn a small yes into a big one. Securing agreements early in your visit is integral to closing the deal. Accomplish this by asking questions like, “Isn’t that right?” or “Wouldn’t you agree?” These types of questions will help you check in to make sure you’re on the right path and they’ll feel like you are too. Help prospects understand the whole process by asking other small “yes” or “no” questions, like, “Do you think this insurance policy will benefit you and your family?” Never start with big questions, such as, “Do you want to buy this policy?”

Avoid option overload. Never give a potential client more than three choices, or you may overwhelm them, and they won’t know how to weigh every option. If you provide too many options, more than likely they’ll respond by saying, “I need to think about it.”

By following these simple tips and tricks, you’re sure to see your conversion rates increase. Good luck!