Implement these seven closing tips to boost your sales and conversion rates and enjoy more success in your career.
American businessman William Clement Stone once said, “Sales are contingent upon the attitude of the salesman — not the attitude of the prospect.” As long as you have quality leads in your pipeline and you’re willing to do the work, these seven closing tips can do wonders for your business. They will guide you through consolidating all the efforts you’ve exhausted to close deals like a pro.
7 Closing tips to start using today
1. Take your time.
Selling right away is one of the biggest mistakes that agents make. On average, it takes prospects seven interactions to purchase a product or service. The best way to improve your chances of closing a sale is to build a relationship with your potential clients.
Remember to provide your leads with value during every touchpoint. To do this, you should understand their insurance goals and their vision for the future. Then, afterward, offer a viable solution for their concerns.
2. Ask open-ended questions.
Open-ended questions are free-form queries that respondents cannot answer with a yes or a no. Here are a few examples:
- What do you like most about your existing home insurance policy?
- Why are you exploring new providers?
- What improvements do you expect from your agent?
The benefits of asking open-ended questions include understanding distinct needs, keeping prospects engaged, and receiving customer feedback. Once you match particular requirements with your products, closing a sale will be much easier.
3. Focus on solutions instead of products.
Sometimes, customers don’t know exactly what they want or need. The best strategy for such individuals is to step in and offer solutions. After you ask relevant questions, this process should be a cinch because you already have valuable client information on your hands.
Sharing how you can solve a current or future problem instantly boosts the interest level of potential clients. After all, closing a sale is never about how great your products are; what matters most to consumers is how well you address their needs.
4. Highlight the benefits.
You don’t want to scare prospects away with terms like actual cash value, additional coverages, or adjusters. Of course, potential customers should understand these concepts, but you can explain everything later.
If you’re in the process of closing a sale, talk to clients about how a policy can help them. For instance, you can discuss that the core benefit of home insurance is to protect the dwelling and how most policies cover damages and replacement costs.
5. Tell a story.
Prospects — especially corporate prospects — need to know data, statistics, and return on investment (ROI) figures. These help potential clients weigh their options. However, for home insurance clients, nothing is as powerful as telling a story.
For this reason, it’s essential to share situations they can relate to, like case studies. Doing so induces emotions that impact the decision-making process, typically to your benefit.
6. Summarize past discussions.
One of the most overlooked closing tips is to summarize past discussions. It means calling attention to the most crucial parts of your offer without spending too much time on minute details.
Giving prospects a recap of benefits and stories will remind them why they should trust your products and services. When you highlight the right benefits and ask the right questions, qualified clients should be one step closer to purchasing a policy.
7. Ask for the sale.
When the time is right, don’t hesitate to ask for the sale. Once you qualify your leads, nurture them, and address their concerns, it should be the natural culmination of your hard work.
Sometimes, agents overthink this part. When you’ve done everything you could to educate a client, get the best prices, and customize your policy, the next logical step would be to ask for the sale. It could be the difference between gaining a customer and losing one to the competition.
Need more closing tips?
Here’s one of the best-kept closing tips in the industry: purchasing leads. After all, prospect quality matters. No matter how amazing your products and services are, you can’t sell them to someone who doesn’t need them. Qualifying leads takes time, but it’s essential to selling.
To speed up the closing process, consider buying leads from a reputable provider like HBW Leads. Our company provides agents with high-quality, exclusive, and double-verified prospects. Get in touch with our specialists through our website today!