How to Sell Car Insurance Over the Phone: Tips and Strategies

June 13, 2024

## How to Sell Insurance Over the Phone

Selling insurance over the phone can be challenging, yet incredibly rewarding with the right approach. By combining persistence, professionalism, and modern technology, you can significantly increase your success rate. Here are some key strategies to help you master the art of selling insurance over the phone.

### General Considerations

#### Persistence and Perseverance

Selling insurance over the phone often requires resilience. Not every call will result in a sale, and some prospects may need more work before they commit. Staying persistent, utilizing your knowledge, and leveraging modern technology can boost your efforts.

### Effective Tactics for Closing the Deal

#### Active Listening and Engagement

Listening carefully is crucial. Engage with prospects by asking open-ended questions to uncover their insurance needs. For example, inquiring about their hobbies might highlight a need for motorcycle insurance, or asking about children could introduce the possibility of life insurance. Understanding what influences their decisions, such as price or ratings, can tailor your approach effectively.

#### Avoiding Industry Jargon and Slang

Use clear, professional language that your prospects can understand. Avoid slang and industry-specific jargon to present yourself as professional and trustworthy, similar to a business casual in-person meeting.

#### Preparation for Calls

Before making calls, practice your pitch and understand your competitive position. Read extensively about sales techniques and seek advice from experienced salespeople. This preparation ensures you know exactly what to say and when to say it.

#### Customizing Your Pitch

Develop a written sales script but adapt it based on the contact’s tone. Practice it to sound natural and avoid a monotonous delivery.

#### Establishing Expertise

Share your background, expertise, and credentials to build trust, especially when selling life insurance, which involves significant decision-making.

#### Building Rapport

Create a comfortable environment to build trust and open communication. Smile while talking to make your voice sound more welcoming and use small talk to break the ice.

#### Demonstrating Active Listening

Show you are paying attention with verbal nods like “I see,” “right,” and “mhm.” Mirror the prospect’s language to demonstrate understanding and empathy.

#### Persistence

Stay ready to follow up as some clients may need more time or consultation. Be persistent, even if the first call does not close the sale, and propose follow-up calls if necessary.

#### Organizing Resources

Have all necessary documents and information ready before the call to avoid searching for information during the conversation.

#### Note-taking

Take notes during calls to remember important details. Recording calls, if possible, can also provide valuable reference material for follow-ups.

#### Positioning as a Trusted Advisor

Offer valuable insights and industry knowledge without prioritizing your sales agenda. Be transparent about terms and conditions, offer tailored solutions, and provide additional resources. Be readily available for follow-up questions and assistance.

#### Backup Closing Statements

Have a backup statement ready, such as offering to call again at the next renewal time or sending a comparison of quotes, if a prospect is undecided.

### Modern Technology in Selling Insurance

"car-insurance" by natloans is licensed under CC BY-ND 2.0. To view a copy of this license, visit https://creativecommons.org/licenses/by-nd/2.0/.

#### Utilizing Technology

Use VoIP for efficient call handling and sales engagement software like VanillaSoft for superior lead management and scripted interactions. Maintain a website with content geared towards different buyer journey stages, and utilize quoting software to provide the best options. Multiple computer screens can also help access various programs and files easily.

### Handling Objections

#### Common Objections

Be prepared to handle objections like "I'm happy with my current provider." Encourage prospects to regularly review their insurance due to changing markets and personal circumstances, and offer to do the research for them to provide competitive quotes.

By integrating these strategies and tactics, you can build a comprehensive plan for selling insurance over the phone effectively. Persistence, active listening, professional language, thorough preparation, and leveraging technology are key to enhancing your success rate in telesales.

Leave a Reply

Your email address will not be published. Required fields are marked *

Mission

Traffic Dave is on a mission to help traffic engineers, transportation planners, and other transportation professionals improve our world.
linkedin facebook pinterest youtube rss twitter instagram facebook-blank rss-blank linkedin-blank pinterest youtube twitter instagram