Category: Sales

5 Elements of the Perfect Sales Call

Posted by: Cornelia Winn

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Homeowners insurance is something we all need, but let’s face it — how many people actually want to talk about homeowner’s insurance? And more specifically, how many people want to talk homeowners insurance via a sales call? It’s no surprise that making successful sales calls can feel like a daunting task, but by employing a few tips and tricks, you can better connect with prospective clients and increase leads without getting hung up on.

1. Introduce yourself right away

When it comes to effective sales calls, introductions count. For effective sales calls, it’s important to introduce yourself right away when your caller answers. No one wants to talk to a mystery caller and most people will appreciate you not tiptoeing around an agenda.

Example: “Hi Amanda, this is Amy with American Strategic Insurance.”

2. Ask about their schedule

Asking about your prospective client’s schedule is polite and shows you respect their time. After you introduce yourself, ask them if now is a good time to talk. Even if they say “no,” they may be more willing to continue the conversation at a later time. If they say they are currently busy, make a point of asking if there is any specific time that is good for them to talk.

Example: “Is now a good time for you to talk?”

3. Be concise and acknowledge you value their time

Give your prospective client a concise and compelling reason to stay on the phone and listen to what you have to say.

Example: “I’m calling because my agency has just announced a new insurance bundling option that could save you hundreds on your annual insurance costs. I’ve briefly assessed your liabilities and think you would benefit from the new options, so I wanted to share this with you.”

4. Avoid a hard sell

An easy way to kill a sales call is by being too aggressive. While you want to effectively close a sale, you want it to be organic. Once you have detailed what services you are offering, back off and keep things conversational. Your prospective client will likely appreciate this and feel more comfortable with you.

Example: “If you are thinking about whether or not this package is right for you, I’d love to answer any questions you have, or discuss other options that might benefit you.”

5. Keep your word

If you tell your prospective client you will only need a few minutes of their time, respect that. If you have difficulty keeping things concise, consider using a script.