Closing Sales: It's Easier Than You Think!
Closing sales with potential buyers sometimes seems difficult. But in order to gain new clients, you have to know how to effectively complete this final step in the sales process.
By learning to focus your attention in the right places; look and listen for certain cues; and use simple persuasion techniques, closing those sales can be as easy as 1-2-3!
Converting Prospects into Clients
Moving prospects from interested customers to actual clients can be as easy as requesting the sales. But first you must lay the groundwork to ensure they understand what you have to offer—and they aren't scared off by a sales approach that's too aggressive.
To gently transition your prospects from interested customers into clients, keep these tips in mind:
- Be kind and considerate. No one wants to buy anything from a pushy, inconsiderate salesperson! Show your prospects you have their best interests at heart and you're much more likely to earn their business.
- Tell them what you have to offer—and how it can meet their needs—right up front. Being transparent about your intentions promotes honesty and a respectful, caring atmosphere—while paving the road to a successful close.
- Listen for signs they're ready to buy. A prospect who's truly interested will do one, two or all three of the following things:
- Ask questions about the product or buying process. Example: "Can I add other family members to that policy?" or "How many years will the policy be in effect?"
- Offer encouraging comments that show they're listening. Example: "Really?" or "Great idea."
- Complain about previous experiences with other agents/insurance companies. Example: "I like that. That's something my previous insurer just didn't understand/offer.
- Position yourself as an expert and a great resource. Treat your clients with respect…but know your product/s inside and out so you can present them confidently. This gives your prospects reason to trust what you're saying; positions you as an authority on the subject, and adds value to the customer/agent relationship. It also means you're the one they're likely to approach with needs further down the line.
- Answer questions with questions of your own. This is not an attempt at evasiveness, but rather a way to expand on your own 'yes' or 'no' answer and give the client an opportunity to make a commitment. For example, if asked the above question regarding adding other family members to a particular policy, you could respond, "Would you like to add Susie and John to your policy now?"
- Give them choices. Suggest certain policies based on your clients' needs. Then step back and let them decide what they want for themselves. Presenting customers alternatives shows them two things:
- You hear what they're saying, and you care about their needs.
- You're more interested in meeting those needs than selling them a particular policy.
- Give them room to think. Real persuasion does not involve pushiness. People resent being pressured—and probably won't return if you take this approach.
Perfecting Your Technique
Closing sales takes some measure of finesse and skill…but it's easier than you think! By learning to watch your customers; take your cues from them, and perfect your persuasion techniques, you'll be closing those sales and growing your client base in no time!
This information was provided by InsureMe, the leader in online insurance leads for the insurance industry. Since 1993, InsureMe has helped thousands of insurance agents succeed in the insurance business by providing top-quality leads that are both detailed and affordable. For more information on InsureMe leads, please visit our agent Web site at agent.insureme.com.
