Tennessee-based conservative wealth management planner and medical professional retirement specialist Chester “C. Edziu” Pacana provides retirement planning services and products to clients working in the public and private sectors. A managing agent with DeRosa and Associates, Chester Pacana has a license to sell insurance policies in Tennessee and Florida through the National Life Group. The goal of any sales-related career, whether it involves selling vacuums or life insurance, is to close a sale. There are several strategies to help you increase the chances of selling a life insurance policy. Pitch solutions Many salespeople focus on pitching the discounts their agency provide for life insurance instead of telling customers how the product will solve a problem they either currently have or will have. Presenting life insurance as a solution to a problem is a much more effective sales strategy, but it does require that you listen to your prospects to ensure you have a good grasp of their needs. Give fewer options Often, having more choices available seems sensible, and you may attempt selling your customers a wide range of insurance options. Unfortunately, when presented with multiple alternatives, prospective clients often struggle more with the decision. By narrowing the choices of products you pitch, you speed up the sales process and increase the chance of closing. Tell a story As you speak to your prospects, set about creating a vivid picture in their minds of a situation where life insurance may be beneficial. This not only helps prospects visualize their need for your product better, it also prompts them to feel different emotions during your pitch. Emotions are a strong motivator, often encouraging prospects to take action to either prevent a negative situation or to see the positive outcome.
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AuthorChester Pacana - Experienced Conservative Wealth Management Planner. Archives
July 2019
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