Insurance Sales: Aren't You Selling Money at a Discount?

By: Cheryl A. Clausen

Stop trying to sell your products when you should be selling your service. You can increase your sales if you'll just stop trying to market or sell products. Dan Kennedy talks about the technique of selling money at a discount. That's what you should be doing, but you're approaching it all wrong. Instead of using the approach of asking to quote a prospects insurance, you should be selling money at a discount.

This may be confusing so let's make things clear. Never try to market or sell yourself based on intangible products known as insurance and investment instruments. When you do you put yourself in a commodity position because you don't have exclusive access or rights to any of these products.

You are selling a service and you're selling your particular service. Any of your competitors can get your prospect an equivalent product. You have to convince your prospects that you can get them exactly what they need and save them significant money while doing it. Saving significant money doesn't necessarily mean a lower price quote. A price quote is a shoddy way of doing business because you know you may have a better quote because you aren't providing equivalent coverage or appropriate coverage. That means you have to understand what the prospect wants and what they need in order to serve them well.

Use case studies from past clients to tell the story of what happens when the right people have the wrong coverage and investments. You probably use those stories now in relation to a product when you should be using those stories in relation to a desired outcome. You want to position yourself as an insurance advisor rather than a sales person.

Focus on getting the prospect what they want not selling them something and they'll see you as a trusted advisor. They'll buy from you because you're the one helping them to find the solution to getting what they want.

When you act as their advisor you can show your prospects how the solution you recommend pays for their purchase. Anytime something pays for itself you buy it, don't you? Of course you do. Why else would people buy energy efficient appliances and boring stuff like insulation?

Article Source: http://www.bigfreearticles.com

About the Author:
About the author: Cheryl Clausen can help you get unstuck. Enhance your Sales Techniques, get her free analysis. Get more sales today through Sales Coaching, check this out. You are welcome to reprint this article - but get your own unique content version here.

Tags: sales, sales technique, sales techniques, insurance sales, sales coaching, career sales training, sales training, sales program, sales course, sales and marketing training, sales and marketing strategy, sales, sales strategy, sales training, sales course, sales pr

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