Guide to Quote Auto Insurance
Working in the insurance industry is a lucrative and stressful proposition. With millions of drivers on the road and insurance being a lawful requirement, insurance salesmen with the right knowledge and technique can potentially win several new customers to their representative companies each day. Learn the right way to quote auto insurance to close the sale.
A day in the life of an insurance salesman can be filled with either tension or excitement. Although the profit motive is strong in most salesmen, as their pay is mainly composed of the commission received from selling the product, if they lack the sales skills to consistently meet their goals they can become pessimistic and apathetic toward their job. Selling insurance policies is a skill that can be learned and the first step toward closing the sale is properly quoting the auto insurance. Use this guide to learn how to quote auto insurance to the benefit of the customer and the improvement of your stats:
- Smile: The first step to being a good salesperson is to smile. Even if you sell policies by phone the customer can hear a smile and this will help them to feel more comfortable with the purchase. Smiling will also put you at ease as it helps you to calm down and release tension. Set a relaxed tone for the conversation by giving the customer an idea of how long the quote will take and assure them that you will find the best rate possible and make them aware of any discounts they may be eligible for as you go along.
- Build Rapport: Ask how the customer's day is going, and if you hear children or pets in the background inquire about their ages or the breed of animal they have. People enjoy it when others take an interest in them and this also provides additional information to help you when it is time to bind the policy.
- Mind Your Manners: Quoting policies requires the customer to release a great deal of information. When asking your questions always use "please" and "thank you," letting the customer know that you appreciate their cooperation.
- Features & Benefits: As a salesman your job is to show how a product will benefit the customer. If a patron initially turns down a particular coverage, you should overcome their objection by highlighting the benefits of the protection that will work to their advantage. Any information gained throughout the call, such as a job, children or travel will assist here. Do not take the rejection personally because the person does not know you; they simply don't see how the coverage will benefit them.
- Seamlessness: Part of being a professional is knowing your craft. You will probably be quoting from a script and it is important to thoroughly learn the dialogue so that even if interrupted you can make the transitions seamlessly.
Once you practice the above listed steps and become a better salesman, you will find yourself converting more quotes into policies and gaining a reputation for excellence.