Insurance Sales Training

| Posted: 11-05-2007 | Views: 13 | Rating: (50)

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Quality insurance sales training is one of the most important aspects of keeping an insurance business profitable and creating a good name for yourself within the community you serve. There are several key components of quality insurance sales training, including needs analysis, features and benefits, objection handling, and closing skills. In addition to these common things, however, a good insurance sales training program will teach the prospective insurance salesperson how to reach out to the customer and build trust.

The first four components of insurance sales training is textbook sort of stuff. A prospective insurance salesperson will need to learn how to evaluate the needs of a potential client. Any insurance sales training class or manual should place this skill right out front. This means imparting to the prospective insurance salesperson the knowledge of how to figure out what a potential client needs. In order to do this, the insurance salesperson needs to figure out things like how much, if any property does the potential client own, and does that client own or rent his or her residence. The family situation must be taken into account as well the insurance salesperson will need to know if anyone depends financially upon the potential client. While each case in particular is pretty standard, being able to look at all the needs of a potential client, as a whole, can take some time and training.

Features and benefits is closely related to needs analysis. Insurance sales training should include as part of the curriculum, how to quickly and accurately identify a policy that will fit best with the potential client. It should be a close fit for your potential client, but perhaps most importantly, the insurance salesperson should be able to identify the right policy without looking through a bunch of manuals or giving the client any reason to doubt the insurance salesperson’s knowledge or ability.

This leads into the next key component of insurance sales training, which is objection handling. If the insurance salesperson has quickly and accurately identified a policy that will fit the potential client, a couple of things will result from that. First of all, the fact that the insurance salesperson is quick and accurate will remove some doubts and objections all on its own. Secondly, having identified the right policy will also remove objections, since it should include everything the potential client is looking for. Of course, there may still be objections, but a quality insurance sales training program will prepare the insurance salesperson to deal with all sorts of objections in from many different types of people in many different situations.

Once all the objections are handled, it is time to close the deal. Learning to close the deal is, obviously, a very important thing, as all types of sales and a quality insurance sales training program will recognize this. If you don’t learn how to close the deal, then learning all the other steps is a waste of time. All good insurance sales training programs will spend a good amount of time teaching potential insurance salespeople how to close a deal effectively.

There is one other element that successful insurance salespeople have that should be included in a high quality insurance training program. That is the skill of building a trust and rapport with the potential client. This is a process that supersedes all the other processes, happening while all the other steps are taking place. If an insurance salesperson builds up a trust and positive rapport with a client, it makes all the other steps just that much easier. For example, needs analysis is easier if the potential client will open up and talk about his or her lifestyle and concerns. Connecting personally with clients is one of the most important things an insurance salesperson can learn in an insurance sales training program.

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