How To Sell Health Insurance Over The Phone

Selling insurance over the phone may be difficult, and it takes patience to keep going after a negative reaction. On every call, you will not be able to clinch a sale. Some leads will require a little more effort to convert into buyers. You may, however, increase your sales numbers with a little know-how and the help of current technologies.

As a licensed insurance agent, you already know that being able to sell over the phone is one of the most valuable skills you can acquire. Here are some pointers to remember on how to sell health insurance over the phone:

Accept the role of advisor. – You must create credibility, authority, and competence while selling over the phone. Because buying life insurance is such a huge decision, prospects will buy from someone they believe is a trustworthy expert if all other factors are equal.

The key to establishing rapport is to take on the position of advisor. Being pleasant or talking about golf for 10 minutes will not help you build rapport. It’s all about establishing yourself as a competent, authoritative, and trustworthy expert. This is also what will encourage your clients to provide you referrals.

“Did I Catch You At A Bad Time?” is a question that should not be asked. – Several old-school sales books endorse this ridiculous statement.
People like to say “no” because it makes them feel in control, according to the argument. “Did I happen to catch you at an inopportune moment?” ” allows people to maintain control.
It, however, does not work.
After analyzing 90,380 cold calls, Gong discovered that beginning a cold call with “Did I catch you at a terrible time” makes you 40% LESS LIKELY to schedule a meeting.
Cold calls with that number, in particular, had a dismal success rate of only 0.9 percent.
Instead, what questions should you pose?
“Have you been having a good time?”

Give an explanation for why you called. – Gong also discovered that starting your call with your reason for calling raises your success rate by 2.1X.
Even if the reasons aren’t extremely compelling, people want to know why things happen.

Follow-up is important. – I was able to provide financial advisers a “fast win” by enhancing their follow-up processes when I was performing one-on-one coaching.
Robert Clay, a marketer, conducted research and discovered that only 2% of sales occur after the first contact. The remaining 98 percent will only do business with you after establishing a level of trust.
Follow-up helps to establish trust.

Use a variety of marketing techniques. – This is the foundation of my marketing strategy. If you listen to my Financial Advisor Marketing podcast on a regular basis, you’ve probably heard me mention this dozens of times.
Adding another marketing tactic to a financial advisor’s prospecting mix has nearly always resulted in higher income.

Handle Objections – When selling insurance over the phone, listen more than you speak since it allows consumers to express their concerns. It’s a positive sign when they do. People are not going to waste their time objecting to something they don’t care about. Objections are, in general, buying indications.
This does not imply that objections are beneficial; they are not. An objection just indicates that the client is thinking about your offer.
You should anticipate objections and know how to respond to them. Too many insurance salespeople try to make it up as they go along. The key to dealing with concerns is to plan ahead of time. When you’re prepared, you’re in entire control; when you’re not, you’ll lose absolute control.

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