| No sale can be completed without the | | | | products from different insurance companies. This |
| corresponding commitment and action by the | | | | would satisfy their needs for comparison. |
| prospect. If an insurance agent can decode the | | | | (e) The expressive |
| thinking and behavior of the prospect, it helps to | | | | The expressive are energetic and very animated. |
| close a deal faster. | | | | They enjoy talking and lose focus easily. You |
| It is important to understand the needs of the | | | | need to ask appropriate questions to bring them |
| following 8 types of insurance prospect: | | | | back to insurance subject. |
| (a) The procrastinator | | | | Avoid hard facts and don't overwhelm them with |
| You have done the presentation, but the | | | | too much information. Use phrases that sound |
| prospects are not quite ready to make any | | | | music to their ears such as "trust me", "it is |
| commitment. They procrastinate. The | | | | awesome", "you will enjoy" that have "wow!" |
| procrastinators may appreciate the importance of | | | | effect. |
| insurance but they don't see the urgency of | | | | (f) The follower |
| taking any action. | | | | The followers make decision based on popular |
| When dealing with procrastinators, you have to | | | | choice. They are of the view that nothing should |
| discover their priorities, stress the benefits they | | | | go wrong with a popular product. The followers |
| receive and highlight the consequence of inaction. | | | | need assurance that the product they are going |
| Show them how the insurance product can fill | | | | to purchase is accepted by many people. |
| their needs and at the same time let them know | | | | (g) The skeptics |
| the cost of waiting. | | | | The skeptics analyze things and take time to |
| (b) The amiable | | | | evaluate what you tell them. Trying to close a |
| The amiable value harmony and avoid conflicts, | | | | sale with the skeptics can be difficult. They are |
| arguments, or fights. They are usually calm, | | | | afraid of making a bad decision. |
| relaxed and can get along with people easily. On | | | | The skeptics may be inquisitive and full of |
| the other hand, they may not display much | | | | questions. You have to answer all the questions |
| enthusiasm. You may have tough time guessing if | | | | they ask and also those they do not ask. Be |
| they are interested in your presentation. | | | | honest about the pros and cons of your product. |
| It is helpful to involve them during your sales | | | | Demonstrate your professionalism and credibility. |
| interview by getting them to share their thoughts | | | | Patience is a virtue when you have skeptics as |
| and how they feel about insurance. Try to ask | | | | your customers. Never pressure them into |
| the right questions that can help bring their | | | | making a decision. Several follow-ups may be |
| concerns and insurance needs to the surface. | | | | necessary before you can seal the deal. |
| (c) The opinionated | | | | (h) The Dominant |
| The opinionated may have some knowledge | | | | The dominant like to take control. They know |
| about insurance and know what they want. When | | | | exactly what they want and don't want to waste |
| making recommendation, you should put yourself | | | | time to shop around. If you appear confident and |
| in their shoes and understand their reasoning for | | | | professional and present what they need, you will |
| their choice of insurance products. | | | | win their business. |
| You should not over emphasize products that | | | | When talking to the dominant, don't beat around |
| they find are not necessary. You could however | | | | the bush. Talk to them about the product benefits |
| acknowledge their product choice and highlight | | | | and results they will get. They do not like lengthy |
| how other products can further enhance their | | | | and repeated explanation. You have to be very |
| insurance coverage and let them make an | | | | precise when answering their questions. |
| informed decision. | | | | Knowing each prospect's behavior style and |
| (d) The shopper | | | | personality will let you know how to effectively |
| The shoppers love to compare. They may | | | | deal with them in order to meet both their |
| compare the insurance companies and the | | | | product and psychological needs before closing |
| insurance products. Do research to understand | | | | any deal. |