Whether it’s the cherry on top, the final fitting, or the last word, finishing touches never go unnoticed and their impact is obvious in sales. While a great sales pitch begins with a solid first impression, one of the most important stages in selling is successfully closing the deal. As simple as it sounds, preparation is key even before the first introduction. Most effective sales strategies are not one-size-fits-all, and it is important that you recognize each of your client’s stories and needs. To learn how to be a lasting resource and make a final impression on your clients, consider these three points to sealing the deal.
- Listen to Your Clients
When more than 60 percent of a client’s decision is already made before the final close, it requires advisors to work even harder. If you want to connect with your clients early on during their “buyer’s journey,” you cannot start with an automated sales conversation.
Instead, acknowledge your clients as an open ear. It is one thing to be an expert and another to help your clients fully understand and address their opportunity. Allow your clients the silence and freedom to share their stories, concerns, or questions regarding their life insurance path. In return, this helps you garner trust and can lead to referrals.
- Provide Solutions
As a part of this process, it is your job to solve problems and find answers for your client. Closing the deal saves no exception. Explain to your client how you are helping to solve a problem they currently have or a potential one down the road. Understand that your clients are more likely to purchase life insurance products or sign off on a policy when it provides them and their family with peace of mind.
- Highlight Benefits
Although you want to be sure that your client understands every detail to their life insurance policy or product, it is also helpful to draw attention to terms and daily benefits they can relate to. For example, explain how their life insurance benefits can help pay bills if their spouse passes away or fund college tuition for their children. Remember the rule that “facts tell and stories sell.” By providing your current sale with client testimonials and real-world stories, you can become easily relatable and build your accreditation.
As with learning the features and benefits of your product or service, learning these closing techniques takes time, practice, patience, and trust. Remember that you cannot just hope that a successful closing deal occurs. By setting the stage and taking proactive measures, you can serve as a trustworthy source for your clients and leave a lasting impression.