Preston Diamond's Insurance Sales Tips

After each appointment create a scorecard to check on how well it went.

1. Did you team sell with the benefits producer?
2. Did you eliminate objections before prospect states them? Price objections means prospect has low perception of what you offer.


3. Did you answer objections, if you received any, with stories and testimonials of real problems you have solved, not facts?


4. A desperate producer has no chance to close. Buyers sense desperation. You are not desperate when you have a calendar full of appointments. Is your calendar full?


5. Did you know what buyer wants as well as needs?


6. Pictures and word stories jump-start the brain. Did you include both in your presentation?


7. Fear kills the mind. Practice removes fear. Did you practice twice as long as you presented?


8. Did you use props to involve your buyer?


9. The buyer is asking “So what” with each point you make. Could you answer “so what” with each point you made?


10. You earn trust when buyer shares innermost feelings and reasons why you are there. Without trust, no sale is possible. Did you earn trust?


11. You must address and solve the buyer’s personal agenda as well as the business agenda. Did you?


12. Did you translate your solutions into economic value for the buyer? (Not just reduced premium, if that is the case, but time savings translated into economic value)


13. Did you quantify the value of your value? If you didn’t, how can the buyer?


14. Did the buyer build the game plan to solve their problems? If not the buyer, you have hindered the opportunity for the sale.


15. Did you address the buyer’s hot button first? It might be lack of return phone calls by incumbent.


16. Did you address the necessary issues? There are business issues, values, people, cultural, and personal issues.


17. Can the buyer see the difference when compared to the incumbent?


18. Did you refrain from using fuzzy words…words with different meanings to different people?


19. Did you create insurance understanding?


20. Did you use humor?

Great ships sink from small leaks. Details count.