Many agents have a sales process without realizing one exists. When a prospective client requests a quote, you most likely answer the phone a certain way, enter his or her information in a software program and deliver a quote by phone or e-mail. If it’s an online request, a notification is received in some form, then there’s a process to contact the prospect and ultimately convert them.
The sales process is the most important process in the agency, because if you don’t acquire new clients, your growth will be non-existent. Here are a few tips to help you refine and develop your sales process.
Answer the phone with enthusiasm
How often have you heard someone answer the phone and sound like he or she is in a rush? “ABC Insurance, please hold”. Answering the phone with enthusiasm and making the person on the other end feel as if they’re your No. 1 priority will increase the odds of a successful sales or service call. Sound excited when you answer the phone and add “good morning/afternoon,” or “Happy Wednesday” in your greeting. I challenge you to try it–you’ll love the results.
Listen to your clients
In his book “How to Win Friends and Influence People,” Dale Carnegie writes: “You have 2 ears and one mouth, so listen twice as much as you speak.” Agents that complain about consumers being overly price conscious are usually the ones talking 90% of the time during a conversation. You can’t sell value unless you know what your client perceives as value. How can you possibly know what’s important to a client or prospect if you’re doing all the talking? This article can be read in it’s entirety on PC360.