“The problem with communication is the illusion that it has been accomplished,” said George Bernard Shaw. That quote still holds true today; you may know the nuts and bolts of what you’re talking about, but if you don’t know how to deliver your message effectively, you’re not going to sell. Below are some rules about how to effectively communicate to others, with words and body language. Consider the following techniques the next time you’re ready to go to a sale.
Make eye contact ¾’s of the time – It’s a known fact that most Americans find eye contact assuring; it shows that you are trustworthy and confident. Try to hold eye contact about ¾’s of the time you’re speaking to the client so they know they can trust you. You may want to lessen this if you’re speaking to the spouse of the opposite sex, or if your client comes from a different cultural background; many Asian and Arab countries prefer less eye contact.
Lean forward – While still respecting your client’s personal space, lean forward towards them as you speak. This will show your client that you’re interested in what you’re talking about as well as illustrating the importance of the appointment to you and them.
Position Yourself – When sitting at the table, make sure you are wary of what gender sits where. You should sit at the end of the table with the spouse of the same sex closest to you. Spouses of the opposite sex should sit furthest away, so the other spouse is not distracted by the fact that you’re sitting too close to their husband or wife! By sitting in the correct position you’ll be setting yourself up for success.
Avoid fidgeting – Just like you’ll hear in public speaking, fidgeting during a presentation gets in the way of your message. Don’t toe tap or pen click; this makes you appear nervous, impatient, and distracted. All three of these things may harm your appearance to your client.
Pay attention to your surroundings – Before you set foot in your client’s home, take a moment to look at your surroundings. What do you notice about your client from their front yard? What about once you’re in the home? From these observations, you can discover talking points to discuss with your client. For example, if they have a boat parked in their driveway, you could ask them if they go boating frequently and where. Although this won’t help with “nuts and bolts,” it’ll give you good talking points in becoming familiar with your client and building trust with them.
Know the answer to your question – Ask questions that incite the answer you’re looking for. You want your client to visualize the situation they’d be in if they don’t get protection. This will help you have power over the conversation.
Lead with questions – This is a good way to steer a conversation without seeming too pushy. Know the answers you want and create questions from that.
Pauses – Pausing after delivering information will give your client a chance to catch up mentally and possibly offer a reply. You can also emphasize an important point by doing this, as well as highlighting the gravity of the decision being discussed.
Notice your Client’s Discomfort – You may not be the only one nervous during your appointment. If your client seems agitated or nervous, it may be a good idea to point it out and address it. This will both show you’re perceptive as well as give you a chance to address their worries. It puts you in control.
Coupled with the National Agents Alliance Sales System and proper training, this extra step in properly communicating with your client will help you strengthen your ability to speak effectively. Remember, you are there to help your client, and you should use all the skills you can in clearly presenting your products so the client is fully aware of their need to be protected.
About National Agents Alliance
National Agents Alliance is the independent agent’s goldmine of opportunity to develop serious income potential in both up-front commissions as well as back end residuals. Whether your career ambitions are to run your own independent life insurance agency or to be in the field writing business, National Agents Alliance is the place to make the kind of money you always dreamed of making.
The Sales Training blog is only a fraction of the type of training available to insurance agents through National Agents Alliance. Contracted NAA insurance agents have access to many more tools and resources such as:
- NAA University™, a platform for training and certifying our agents on peak production techniques
- NAAtv™, an online resources containing training videos and a conference call archive available 24 hours a day
- KIT Marketing®, a direct-mail service exclusive to National Agents Alliance agents for automatically keeping in touch with clients