Learning the Art of Conversation in Insurance Selling

There are many ways to view cold calling. When it comes to insurance selling it is difficult because several people have reservations about divulging the going ons of their house before you even pick up the phone. This makes it harder to build trust in just one conversation. With resent rashes of identity theft, internet fraud and many other horrible things people are less and less inclined to share confidential information.

Looking to more creative and innovative ways to get the public to open up will be difficult but it is needed. For a good beginning you might try being truthful and genuine in your conversation. Learning to view the cold call as a conversation instead of a sales presentation and avoid starting the conversation with a scripted spiel about you and your company might get you in the door.

Where your mind is from their will determine how much further you get in the conversation. People are very perceptive and keeping things from them can be seen in the way you act or speak…how you rush the conversation or pass over what they are saying. Paying close attention to all that is important as well. Focusing on an issue your product or service you can solve is a good way to start the conversation. It will show them that you are paying attention to their company or them and start building trust. After all the conversation starts at “Hello”.

Learning to avoid the red-flags of cold calling is also important in any form of sales. When you are starting a conversation nervously you can jeopardize your own conversation. Making sure that you are in the right state of mind before placing the call is important as well. If you use visualization before the call you can in a sense prepare your mind for the call to come. Don’t focus on what is being said as much as focusing on the call being positive.

Some Red-Flags are:

-Starting with a script: Using a script is a tell tale sign that you are talking to a salesman.
- Over enthusiastic voice
- Pushing the sale
- Use of sales lingo
- Pushing through the conversation

Learning to start the conversation with a simple “Hello…I was wondering if you had a few minutes to help me out..” Many people are more compelled to help you appose to hearing a scripted call. When opening a cold call remember that the prospect is first and foremost a person and you should treat them accordingly.
 

About the Author

Ari Galper, founder of Unlock The Cold Calling Game makes cold calling painless and simple. Learn his cold calling secrets that even the sales gurus don't know. Listen to a free cold calling audio seminar, visit http://www.UnlockTheGame.com

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by: business Total views: 5 Word Count: 450 Date: Tue, 1 Apr 2008 Time: 5:31 PM 0 comments