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Medicare Blog | Medicare News | Medicare Information

The Art of Selling: Presale Basics

Posted by Lauren Hidalgo on Fri, Apr 13, 2012 @ 09:53 AM

Medicare SupplementsThis is the first in a series of articles aimed at helping agents develop their craft and build long term, sustainable success.

In today’s sales environment, many clients will shop around for insurance and meet with several agents before making their final decision. With that being said, it is now more important than ever to make sure you’re leading with your best foot forward! This article covers a few areas that might seem like common sense but we felt they were worth reiterating. The subsequent articles will focus more on The Sale, Increasing Your Closing Ratio, Cross Marketing Opportunities, Obtaining Referrals and How Technology Can Enhance Your Business.

  1. Dress for Success - if a client meets with two insurance agents, both possessing a good understanding of the marketplace but one agent is dressed and acts more professionally then the other, the more professional agent will get the sale 9 times out of 10.
    • An insurance agent’s attire should be professional but it should also be dictated by the markets they serve. If you work in rural areas or primarily with blue collar clientele wearing a 3 piece suit might not be in your best interest.
    • For most agents, wearing a suit or a tie with a sport coat is a safe way to ensure you make a positive first impression.
    • You can find nice suits at very affordable prices these days. A couple places to check out are: Macy’s, JC Penny and Overstock just to name a few.

  2. Proper Appearance and Hygiene - people still judge a book by its cover, and we judge other people by what we see on the outside. Choosing to ignore common personal grooming habits may indicate to those around you that you do not take pride in your work because you don't take pride in your appearance.
  3. Punctuality - is a simple way to show courtesy and respect for others; your customers, your clients and your colleagues. When you show up late for appointments, meetings or meals, you send a clear message to others that your time is more important than theirs.
    • Plan on getting to your appointment approximately 15 minutes early. This gives you a little bit of flexibility if any unforeseen circumstances take place.
    • Print out directions from MapQuest or Google Maps prior to leaving for your appointment.
    • Many cell phones now come standard with GPS and mapping software as well.

Next week’s Article #2 will cover Appointment Setting Essentials, An Education Based Sales Presentation, Do the Right Thing - Earning a Customer is More Important Than Making a Sale.

Lastly, Article #3 will cover Increasing Your Closing Ratio, Cross Marketing Opportunities, How to Obtain Referrals and Technologies to Help Grow Your Business, Primarily CRM and Website.

Keep in mind, the ideas expressed in these articles are strictly views and opinions that we’ve collected throughout the years. They are concepts aimed at giving agents a different prospective or new ideas to help increases sales and grow their business. They should not be viewed as fact or the only way to conduct business.


Additional Updates:
  • Mutual of Omaha Medicare Supplement Now Available in ID & IL - Learn More
  • Mutual of Omaha Medicare Supplement Now Available in MO - Learn More
  • Mutual of Omaha Medicare Supplement Now Available in TN - Learn More

Tags: Sales Tips, Success Tips, Senior Market Advice, Senior Market Success, Customer Service, Mutual of Omaha Medicare Supplement

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