Strengthening the Closing Game:
A strong close includes establishing a trusting relationship with your clients through the entire sales process. It’s very important to remind yourself to resist the urge to just jump right into a sales pitch in the beginning phase. It would be better for you to start asking the appropriate questions, then listen intently to the answers to make a caring connection. Before you can be helpful, you need to know your client. If you don’t present yourself correctly from the get-go, before decision time rolls around, you aren’t closing anything, you’re simply selling with no direction.
If you are laying the groundwork properly, you will have a proven path through the sales process that will end up with a strong close that benefits you and your clients.
As an advisor, remember you are selling a solution to a problem and always use the power of stories to make connections with clients. By always approaching your clients with a sales consultant strategy, you are positioned to earn their trust and better provide an offer that truly covers their specific coverage needs.
Once you’ve closed a case, it is important to make follow-up calls or emails at regular intervals. Included in the message should be a recap of where you left off, what the next steps are, and a call to action to schedule your next appointment.
Wholehan Marketing offers all the support needed to succeed in insurance sales!