In a previous blog post, we discussed how you can improve your insurance sales script by identifying the problems and challenges that your products help to resolve or avoid. The next step in this process is to develop a list of probing questions that you can ask to see if the prospect has these problems or concerns.
These questions that you create and add to your insurance sales script will serve the role of pre-qualifying the prospect. This means that, if they are designed correctly, they will help you to determine if there is a slight potential for a fit.
And if there is a slight potential for a fit, then there is justification for both parties to spend their valuable time continuing to talk. The other direction this can go is very important as well and that is that one of your pre-qualifying questions determines that there does not appear to be a fit and that will help you to make the quick determination that you should not invest valuable time with the sales prospect.
How to Create the Right Questions
If you are making a list of pre-qualifying questions to ask, it is important that you create the right questions to ask. While we can’t tell you exactly what to ask in your insurance sales script because they are different for every salesperson and for every product sold, we can help you by providing a process that you can use to create your list of questions.
One way to brainstorm a good list of pre-qualifying questions for the product you want to sell, and with keeping the particular buyer persona in mind, is to look at the list of problems or challenges that you help the buyer resolve or avoid. For each problem, you should be able to compose one or two probing questions that can be asked to see where the buyer stands in terms of having the problem or concern.
Use Pre-Qualifying Questions in Your Call Script
One way to apply these questions to your insurance sales script is to put them at the core of your call script. Asking a couple of your pre-qualifying questions can become the center and purpose of your call.
You are calling to ask a couple of your questions in order to determine if the prospect is one of the people out there that needs your help. What a powerful frame to hold when making a call, huh?
Instead of calling as a salesperson to try to talk the prospect into buying something, you are presenting yourself more as an advisor or consultant.
Use Pre-Qualifying Questions in Your Objection Rebuttals
Another great place to use these questions in your insurance sales script is to redirect back to them if you face an objection like “I am not interested” or “Send me your information”.