Broker, how are your insurance sales doing in this very challenging period in the market?
In times like these, where we must find opportunities in the face of crises, it may be a good time for you to invest in your knowledge and improve your sales techniques for better results.
We know talent and effort are essential, but the perfect salesperson triad is made up of another element that we sometimes end up leaving a little aside: Technique.
Therefore, we have selected 05 sales techniques widely used and disseminated in the business world for you to delve deeper, obtain good insights to outline your strategies, and increase your sales.
Check out:
1 – Predictable Revenue
Predictable Revenue is a prospecting and sales technique created by engineer Aaron Ross.
One of the main foundations of the technique is the development of strategies for each of the layers of the lead prospecting flow, based on the decision-making power and customer needs.
For this, it is essential to create a department located between the marketing and sales sectors, which guarantees a constant flow of daily leads entering your CRM because, with the combined strength of your marketing and sales teams with this sector, your brokerage firm will have the necessary organization to guarantee a predictable and constant income.
The pillars of the Predictable Revenue technique are: Specialized sales team Have in your sales team professionals dedicated exclusively to prospecting new customers.
Quality
leads The prospecting team is able to identify the most compatible leads and are willing to close a deal, and, as a result, the quality of the leads that reach your sales team becomes much better.
Cold calling 2.0
The cold calling 2.0 process aims to generate more value for customer needs, leaving selling in the background. This technique is ideal for creating a more trusting relationship with your customers.
2 – Sales Acceleration Formula
The Sales Acceleration Formula is a standardized model built on tracking and experimentation to ensure sales scale created by Mark Roberge, bestselling author of the same name and first member of HubSpot’s sales team. The process takes into account four steps to assemble the ideal sales team, taking into account the characteristics of your brokerage. With this, the formula must adapt to what your company perceives as the ‘ideal salesperson’ and desired goals.
Are they:
Hiring
Buyers expect consultative sellers who bring real solutions to their problems. In his studies, Mark Roberge has mapped out fundamental characteristics that you must identify to hire good salespeople: coach-ability, curiosity, intelligence, and previous successes, the latter, not only in the professional environment but in any area of life.
Training For an integrated and committed team, Mark believes that all salespeople must go through the same training, covering the purchase journey, the sales process, and the qualification matrix, making salespeople focused on solving problems and delivering value to their customers.
Demand Generation Demand
a generation comes from the joining forces of the marketing and sales teams, also known as ‘Smarketing’ so that together, marketing generates more and more leads so that salespeople close more deals.
Management
The manager must strategize and make sure that all leads are treated equally and go through the same processes within their conversion funnel. Looking at conversion rates at the end of your funnel is also essential to identify areas for improvement in your sales strategies.
3 – Outbound Marketing
Outbound is an active prospecting process that aims to approach potential customers that match your ideal customer profile. Active prospecting is able to approach clients based on the characteristics that best adapt to the solutions offered by your insurance broker.
For a successful implementation, it is important that you segment your sales team into three pillars:
Business Intelligence (BI) Based on data analysis, BI specialists are able to find clients with a profile compatible with their broker’s insurance. Once this is done, they give the prospector the contact of the purchase decision-maker (smart lead).
Hunters Are the professionals responsible for prospecting new customers; they make the 1st contact with the lead and conduct the entire qualification process.
Closers Part of the team responsible for closing accounts turning qualified leads into customers.
4 – Inbound Marketing and Content Marketing
One of the most modern and effective marketing techniques for attracting and conquering your target audience, content marketing, as the name implies, is a set of strategies aimed at engaging your audience and adding value to your brand through relevant content.
The primary objective of a content marketing strategy is to attract your customer’s attention, gradually inserting them into your brand’s universe. Many brands focus so much on promoting their products that they forget to focus their communications on consumer desires, skipping valuable steps in the Customer Journey.
The steps that make up the inbound marketing and content marketing strategy are:
– Attract
– Convert
– Sell
– Enchant
In your content marketing strategy, all your communication will be based on each of these four stages; that is, you will have content with the objective of attracting, converting, selling, and enchanting.
Therefore, by defining a content marketing strategy, you develop content for each of the stages of the conversion funnel to connect with your customer, whatever stage they are in, then offer more and more content. So that they advance in the funnel stages until they become a lead and, in the future, reach the main objective: becoming a customer.
5 – Spin Selling
Spin Selling is a sales method created by author, consultant, and academic Neil Rackham based on 12-year research on ways of selling and their approaches, where approximately 35,000 sales were evaluated.
The methodology consists of carrying out and obtaining answers to questions to be asked in 4 crucial moments of a complex sale, whose initials of these moments form the acronym SPIN.
They are Situation, Problem, Implication, and Need Pay-Of.
translating:
Situation
The Situation occurs when the salesperson understands the needs of their customers and identifies whether they have the capacity and resources to meet them. At this stage, it is important to ask questions to understand your needs and why that particular customer came to you.
Problem
At this point in the negotiation, the seller needs to clarify the problem that the customer is facing for him, so prepare questions already considering these problems, to reinforce to your customer the reasons he needs you.
Implication
The third step, Implication, is the moment where you will finally ask questions that will address the solutions that your insurance broker has to offer to solve your clients’ problems.
Need for Solution
Here, the customer is aware of what their problems are and how you can solve them, understanding that you are the ideal person to help them.
Giving your customer complete freedom to answer their questions, the answers can be complex, providing all the information necessary for you to outline the best strategy to make the sale, such as: knowing if the person you are talking to is a decision-maker or just one interlocutor, how much he is willing to invest if he is budgeting the same solution with another broker, anticipating problems, among many others.
Is that you? Do you want to have more time to study and implement each of these techniques in your brokerage’s sales routine? Get to know the solutions from Quiver, a leader in solutions for insurance brokers, for your business to go even further:
Management
Quiver offers management solutions that transform the way you sell and connect with customers. Our management solutions are ideal for brokers who want to:
- increase sales
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Benefits Management
Complete solution for the management of business benefits such as health, dentistry, life, transport vouchers, food, and much more. Ideal for brokers, companies, and beneficiaries who want to:
- have greater control of benefits
- optimize time
- improve processes
multi calculation
Multi-calculation solutions are designed to speed up time and processes safely with accurate calculations and proposals in less than 1 minute! Ideal for brokers who want to:
- get quotes faster
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- automate operations
Talk to one of our experts right now and discover the ideal Quiver solution for your business! Online service and cloud solutions with 100% remote deployment and training!
