What to Say When Selling Life Insurance - A Comprehensive Guide

Introduction

When it comes to selling life insurance, knowing what to say can make all the difference in closing a sale. In this comprehensive guide, we will explore the best words and strategies to use when selling life insurance. Whether you're an experienced agent or a novice in the industry, these tips will help you boost your sales numbers and become a successful insurance salesperson.

Why Words Matter

Words have immense power when it comes to selling life insurance. The right words can build trust, convey value, and persuade potential customers to invest in life insurance. On the other hand, using the wrong words can create doubt, confusion, and even turn prospects away.

20 Words to Avoid When Selling Life Insurance

One of the first steps to mastering the art of selling life insurance is knowing which words to avoid. Here are 20 words that can hinder your sales efforts:

• Complicated
• Expensive
• Death
• Policy
• Beneficiary
• Investment
• Unnecessary
• Risk
• Premium
• Waiting period
• Denial
• Claim
• Exclusion
• Underwriting
• Renewal
• Term
• Final expenses
• Health assessment
• Income replacement
• Cancellation

Using these words can create negative associations and make potential customers hesitant to purchase life insurance. Instead, focus on using positive and reassuring language that emphasizes the benefits and peace of mind that life insurance provides.

3 Reasons to Avoid These Words

Avoiding these words is crucial for several reasons:

1. Misunderstandings: Using complicated language and insurance jargon can confuse potential customers and make them feel overwhelmed. It's essential to communicate in clear and simple terms that everyone can understand.
2. Negative Emotions: Words like death, denial, and cancellation can trigger negative emotions and make potential customers feel uneasy. It's important to focus on positive aspects such as protection, security, and financial stability.
3. Building Trust: By avoiding words associated with risks and complications, you can build trust with potential customers. Use language that highlights the reliability and credibility of your insurance products.

21 Insurance Sales Tips For Success

In addition to avoiding certain words, there are various strategies you can implement to improve your insurance sales. Here are 21 valuable tips:

1. Dress More Professionally: Dressing professionally instills confidence and trust in potential customers.
2. Avoid Using "Young" Slang: Using slang can make you appear less experienced and unprofessional.
3. Find Common Ground: Building rapport and finding common interests with potential customers can create a stronger connection.
4. Ask Prospects About Their Kids: Showing genuine interest in prospects' families can help establish trust and empathy.
5. Reference Combined Experience: Highlighting the experience and expertise of your team can enhance your credibility.
6. Learn From Experienced Coworkers: Seek advice from experienced colleagues to refine your sales techniques.
7. Be Enthusiastic: Show genuine excitement and passion for the benefits of life insurance.
8. Follow the Markets: Stay updated on industry trends and market changes to better advise potential customers.
9. Listen to Your Phone Voice: Pay attention to your tone, clarity, and pacing when communicating over the phone.
10. Sell to Other Young People: Highlight the importance of life insurance for young individuals and the long-term benefits it provides.
11. Don't Ignore Sales Fundamentals: Stay grounded in the basic principles of selling, such as identifying needs and providing solutions.
12. Speak Less, Listen More: Give prospects the opportunity to express their concerns and needs.
13. Bring Up Age First: Addressing the topic of age early on can help overcome objections and showcase the relevance of life insurance.
14. Be Better Prepared: Demonstrate extensive knowledge about different insurance products and their benefits.
15. Expect to Live In the Trenches: Understand that success in insurance sales requires hard work, persistence, and resilience.
16. Become a Marketing Expert: Learn effective marketing strategies to reach a wider audience.
17. Don't Spew Features: Instead of overwhelming potential customers with product features, focus on the value and benefits they offer.
18. Don't Use Jargon: Communicate in plain language that is easily understood by all.
19. Recognize and Act on Buying Signals: Pay attention to cues that indicate a prospect's readiness to make a purchase.
20. Don't Sell on Price: Emphasize the importance of comprehensive coverage and the long-term financial security it provides.
21. Embrace Your Youth: Highlight the advantages of working with a young and motivated insurance agent.

Implementing these tips will help you establish yourself as a successful insurance salesperson and build a strong client base.

FAQs

Here are some frequently asked questions about selling life insurance:

1. Q: What should I say to overcome objections?
   A: When faced with objections, focus on addressing the prospect's concerns and highlighting the benefits and peace of mind that life insurance provides.
2. Q: How can I build trust with potential customers?
   A: Building trust involves actively listening to customers, providing accurate information, and establishing yourself as a reliable and knowledgeable insurance agent.
3. Q: What are some effective closing techniques?
   A: Effective closing techniques involve summarizing the benefits, addressing any remaining concerns, and guiding the prospect towards making a decision.

Conclusion

Knowing what to say when selling life insurance is crucial for success in the industry. By avoiding certain words and utilizing effective sales strategies, you can boost your sales numbers and become an accomplished insurance salesperson. Remember to communicate in clear and simple terms, focus on the benefits of life insurance, and build trust with potential customers. Implement the tips mentioned in this guide, and you'll be on your way to achieving your sales goals.