Selling insurance

Socielentry; I think I can help.

Every kind of insurance can be sold on a one call close. I use to have a 'discovery" appointment, then a 'Here's my proposal" appointment, and then the "Delivery" appointment.

I didn't know any better.

Here's something that it's hard for salespeople to hear. The less time you spend with most clients, the better. Ever go to a dentist? If it takes three visits to solve your problem, do you like that better than one visit? No. Never.

What's a good rebuttal for "I'm insurance poor"
First of all, that's never true. I used to hear that. I'd say "You're probably right. Let's go over them, and see where we can save you some money. You might have duplicate coverage". That usually didn't work, because the objection is just another way of saying "Go away".

"No money, I'm on disability payment"

Don't you know that before you present? I always fit what I sell to their situation.

"Are you in a limited income? (Yes). "You may qualify for a special program for people on a limited income. You may be entitled to special terms. Why don't we see if you qualify?"

See how I turned that around?

Added later; I should add that when I was canvasing door to door selling insurance, or selling vacuum cleaners..any objection at all, and i was gone. It was sooo easy to get rid of me.

I would even have them following me after I turned to walk away "So, what are you selling exactly?"

And I would say "Sorry, I'm already on my way"

I was just looking for that perfect prospect that I could enjoy, and they would buy. Just that one "Nice guy at the end of the day". In a sales contest, or a special goal for myself, maybe two guys a day.