Communicating With Purpose – Keeping Your Words Short but Complete
Have you ever fumbled when talking to insurance leads? Have you ever felt that you have so much to say but not enough time to say it? Have you ever felt that you’re words aren’t effective enough or perhaps that you need to make your sentences longer to make your point? If that’s the case, then you’re one person in a huge group of long winded agents.
Long winded agents, much like long winded customers are those agents who could probably talk for hours on end, the one you need to wait to take a breath if you need to get a word in. As a client, it comes with the territory. After all, you’re the one buying so you have the right to speak. It’s a different case when you take on the role of the agent because the more time you talk; the less likely it is your prospect will buy. So how do you keep your message short and sweet?
First things first, write a script. Most sales people hate scripts when they start off but the truth is sales people usually have so much to say that there has to be a means of control. Creating a script will help you keep your head focused and therefore will keep your medical insurance leads focused as well.
Second is to create flash cards. Yes, you read right, flashcards. Flashcards work extremely well for visual people and they keep your train of thought chugging happily in one direction.
Third, practice what you have to say. If you’ve ever wondered how experienced agents sell a lot better than newer ones it’s simple. They have become so familiar with what they need to say that they have gotten to the point where they know the questions their customer is going to ask and how to present it to them. You can record yourself and listen to the recording of yourself and that will help you stay on track.
Lastly, be prepared. Knowing your rebuttals and understanding your lead’s tone will help you adapt to the situation. This means you will say what they need to hear while preventing yourself from beating around the bush.
Insurance leads should never have to butt in when you are having a conversation. So prevent that by understanding your communication style and adapting to it. For more ways on adapting to your customers, sign up for our newsletter and have a glimpse of your high quality insurance leads.