How to become good salesman in Life Insurance?


What is Salesmanship?

“Salesmanship may be defined as the art of presenting the advantage of an offer in a way which arouses the desire to get it and leads to prompt action.”
 
Salesmanship is a mental process to force a buyer. It comes through knowledge of products and human nature.”
 
Salesman should know goods, Customer and the salesman himself.”

Qualities of a salesman:-

Training and experience

Read regularly

Reading books, trade journals

Take lesson from personal experience

Consulting with the senior

Reading sales manual

Meeting and conferences

Knowledge of products

Art of speaking regional and other language

Update knowledge

Knowledge of potential customers

Aridity to understand customer’s choice

Create pleasant atmosphere

Talk in convincing style to win customer’s confidence

Instill confidence in customer that you are selling the best product

Pleasing personality

Well dressed

Utmost honest approach-no place for dishonest persons in sales

Inculcate heart of hard working

Be very polite and courtiers

Science, self radiant sociable, tactful and diplomatic

Quality to mix freely with unknown person

Ability to create new friends/customer

Ability to convince costumers

To do something extras ordinary and determination it helps increase in sales
 

Preparation for the selling talks:-

Do homework; prepare possible questions and its possible answers.

Talk in logical way

Identity needs of customers

Festive needs of customers & than children

Financial assets and liabilities

Children education and marriage

Start in life

Explain risk element- illness accident, unemployment, premature deals

Living too long beyond retirement

Existing protection and savings

Quantity needs in monetary terms and then suggest suitable plan

Priorities the needs - Young do not need pension plan rather money back/endowment plan.
 

What makes a good sales person?

Be financial advisor and friend of customer

Create a list of the skills and abilities where you have succeeded/ failed

Learn from your mistakes

Understand your customer’s buying process

Remove fear, gloominess and tension

Show kindness, courage, confidence, honesty, loyalty and look cheerful

Voice should be very expressive and pleasant

Be accurate, clear and firm in your talks

Have a keen observation to sort out the problems and find out a solution

Assist the wavering customer to take a final decision

Use speculation to encourage higher sales

Expand your customer base

Be punctual in appointment, address customer in friendly way, don’t lose temper say thank you/ good bye while leaving the customer

Be accurate, clear and firm in your talks

Have a keen observation to sort out the problems and find out a solution

Assist the wavering customer to take a final decision

Use speculation to encourage higher sales

Expand your customer base
 

 What you should do?

Set your goals to be achieved

Distribute hand out/ broachers to clients

 Send birthday/ marriage anniversary massage

Talk to 10 to 15 clients everyday

Check in one or two existing clients each day/ week

Compile updated list a prospects daily

Use opportunity to meet new/ old customers when there is a new product

Keep the customer’s satisfied


“Practice, practice and yet more practice good better best you should never rest till good is better and better is best”

Last but not least – Please always remember it – “If you are just selling Policies, you are in the wrong industry”

Hope above information will help you to become good salesman in Life Insurance. If you have any suggestion/question regarding Life Insurance you may please mail on – drajaykrmishra@gmail.com.

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1 Comments

  1. good points for any sales person irrespective of thier respective industry.

    Amit Sinha

    ReplyDelete