Learn how to use selling behaviors to convert your leads into satisfied customers.
Companies often focus so closely on closing techniques that they neglect behavioral selling, not realizing that the use of unique selling behaviors can help agents win sales early on in the game. As customer service and leadership expert, Steve Ferrante said, “If you want to know how to sell more, then you better know why customers buy.”
While customers study your products and services before making a purchase, they aren’t just going to be influenced by your marketing — they’re going to be influenced by their own habits and experiences, too. The right behavioral selling practices can help you boost your closing percentage.
What is behavioral selling?
Behavioral selling is a sales method that involves presenting your products or services in a way that aligns with your prospects’ traits. This technique stems from the simple idea that people buy from agents they can relate to. Ultimately, when the price, coverage, and terms look similar to clients, they will buy from the salesperson that they trust the most. So how do you earn that trust?
Discover 5 tactics you can use to put on effective selling behaviors and close more sales.
1. Know your target market.
Before practicing behavioral selling, the first step is to learn more about your clientele. To do this, you have to spend time with your prospects. From performing research to developing surveys to asking open-ended questions, the more you communicate with prospects, the more you make them feel valuable, heard, and comfortable. And remember, personalization is critical. Don’t attempt one-size-fits-all techniques for your leads; they’re all unique buyers with distinct needs, budgets, and behaviors. Your selling behaviors need to be just as unique if you want to convert your prospects into clients.
2. Determine your own selling behaviors.
People naturally attract others who have similar mindsets, beliefs, and interests. For this reason, you might experience instant connections with some clients but find interactions with others much more difficult.
When you identify your own preferences, you can better develop strategies to engage with more challenging clients. One of the traits of standout agents is having the right attitude, after all. When you go the extra mile to match their tone and make them feel comfortable, your desire to address your prospects’ needs will outshine any differences you might have.
3. Mimic your client’s behavioral styles.
The four core behavioral styles are analytical, amiable, driven, and expressive. Since people tend to buy from agents who reflect their styles, you can mirror them throughout your interactions. For example, once you determine a potential customer’s motivations for purchasing auto insurance, you can tailor your content to address their needs.
For instance, if you notice that your prospect is an analytical buyer, you need to become an analytical seller. Use logic and information to prove a point instead of emotion. Include savings, premiums, and cost-benefit analysis in your communications. Doing so will help you build lasting relationships with such clients.
4. Address objections.
Some people are more vocal about expressing their objections, and some convey them differently. But, whether you hear the words not interested, too expensive, or not a believer, keep in mind that these objections reflect these prospects’ fears; in most cases, they’re just knee-jerk reactions to an offer.
Knowing a client’s dominance, influence, steadiness, and compliance (DISC) traits can help you address what’s stopping your leads from becoming customers. Once you neutralize their objections, you can then focus on the benefits of your policies. This can be the game-changer that you need to achieve your targets.
5. Follow up with your prospects.
If you’re handling qualified leads interested in your products or services, following up with them is essential to closing deals. Even if they don’t seem ready quite yet, if you keep your foot in the door by following up with them, you can ask for a sale when the time is right.
As long as clients have a soft spot for you, strengthening your professional relationship through follow-ups, valuable content, and good communication can only work in your favor.
However, when dealing with dissatisfied clients, it’s essential to make amends before engaging with them again. If you don’t, you risk coming off as aggressive.
Behavioral selling can be a beneficial tool, but only when dealing with qualified prospects who will benefit from your products and services. For example, if you’re trying to sell auto insurance, but you have the wrong clients in your pipeline — like people without cars or those who can’t afford another policy — this strategy will not work.
One of the best ways to ensure that you have a list full of quality clients is to buy auto insurance leads from a trusted provider like HBW Leads. With this system on your side, you can enjoy exclusive, double-verified leads that are eagerly waiting for your call.