Insurance salespeople need a variety of talents to position the value of intangible, complex, and abstract products. These issues are becoming more onerous as the industry undergoes ongoing transformations such as:
While you may offer basic training to your insurance agents, how much of it’s truly sales focused? For many insurance providers of all kinds, the answer is not much. Agents are told what to sell, they are often told where their leads will come from, but the actual deal is something they are expected to get done without much guidance.
Insurance agent sales training from Pearl Lemon Sales was created to fill those gaps. It provides the sales specific training that will help them take their sales performance to incredible new heights and help your business boost its bottom line.
It’s the very rare customer, either in the B2C or B2B arenas, who would say that they relish the idea of buying insurance. No one loves buying insurance. In most cases they are either forced to, by the law, as is the case for automotive insurance, mandated to by someone else, as is the case for home and business insurance, or are doing so to avoid potentially huge unexpected bills, which is the case for health insurance.
This means that insurance agents are rarely dealing with prospects who are thrilled about the idea of making a purchase. And they are often dealing with customers who want to spend as little as possible, as they would prefer to spend their money on other things.
A good insurance agent, one with adequate insurance agent sales training, knows how to not only position their company’s offerings above others, presenting them as the best possible solutions, but also how to guide prospects away from the monetary concerns and help them see the value in buying the right insurance coverages and products for their needs, regardless of cost.
Insurance agent sales training from Pearl Lemon Sales shows insurance salespeople just how to do this and how to ensure that no matter what kind of insurance coverages they are selling, their prospects see them as a trusted insurance consultant, not just another insurance salesman.
Perhaps one of the biggest challenges insurance salespeople face today is the fact that insurance policies of all kinds are so easy to buy online. Or, at least that is what the commercials tell consumers.
Even business insurances are now often promoted as offerings that are essentially self-service. The problem for consumers, and the potential good news for insurance sales agents, is that insurance is complex stuff, and data shows that often consumers still find themselves in need of help from someone who is a living, breathing person rather than just an algorithm.
This positions a good insurance salesperson as a helpful advisor immediately. But to be successful, they’ll need to maintain that trust, and not launch into a hard sell immediately. Making use of training that is never dry and boring, and always engaging and hands-on, Pearl Lemon Sales teaches students how to do this effectively and works with them to ensure that they will be able to make use of the tactics we show them in real world sales interactions.
As any insurance salesperson knows, people do not want to overpay for insurance, and will typically begin their search for insurance based initially on price. This is as true in the B2B insurance market as in the B2C. To successfully sell the best insurance policy, both for client needs and the company’s benefit, insurance sales people need to learn how to sell on value, not price.
Pearl Lemon Sales’ insurance agent sales training teaches that regardless of what your prospects tell you, the majority of them have no idea how insurance works. You’re already offering amazing value if you can explain it to them in a way that makes sense without being condescending!
Clients will feel more secure in the decisions you’re helping them to make if they see how well you understand insurance. They’ll also feel more sure that you’ll be a great resource in the event of a claim.
Insurance agents who are also successful salespeople, the experts, in other words, don’t simply spout a load of jargon. The capacity to explain a subject to everyone, regardless of age, background, or education, is the mark of a true expert. Instead of lecturing, we show insurance agents how to ask questions and participate in conversation, and we show – not teach, show, our insurance agent sales training students just how to do that as it applies to their specific products and offerings.
If you’ve seen the value of providing formal insurance agent sales training to your staff, you’re undoubtedly wondering why Pearl Lemon Sales should be the one to do it. Instead, why not enroll in one of the many online sales training courses?
The most obvious response is that we are excellent at what we do. Our sales trainers are working sales professionals with a compelling, easy-to-understand sales training style that has been proven to be very effective.
Perhaps more significantly, we put our principles into practice, and make use of our own consultative sales expertise. Each customer’s insurance agent sales training is tailored to their specific needs.
We ask you a lot of questions to figure out what your sales training needs and pain areas are, and then we create a personalized insurance agent sales training curriculum based on your responses.
In any business, one-size-fits-all sales training rarely works, which is why we never use it.
Get this conversation started by contacting us today.