qualification stepping stones

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Stepping Stones for Qualifying Business Insurance Prospects Qualifying is discerning WHO to sell to & How to align YOUR strengths with THEIR needs

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Page 1: Qualification Stepping Stones

Stepping Stones for Qualifying Business Insurance Prospects

Qualifying is discerning WHO to sell to&

How to align YOUR strengths with THEIR needs

Page 2: Qualification Stepping Stones

Ask Open Ended Questions to Determine Their Needs

YOUR STRENGTHS

THEIR NEEDS

Page 3: Qualification Stepping Stones

Keystone Words Like These Get At Prospects’

Motivations• WHAT do you like best about your current agent’s

services?

• WHEN do you usually review your insurance and risk options?

• HOW did the last review go?

• WHY did you decide to change agents last time?

Page 4: Qualification Stepping Stones

Correlate Their Needs With Your Strengths

The More Overlap > The Better the Match

NEEDS STRENGTHS

Manage claims better In-house Claims Manager

Improve Safety Profile

Out of Work Comp Pool

Difficult Coverage Lots of Markets

Loss Control Manager

Ex Mod audit

Page 5: Qualification Stepping Stones

Teleprospecting is an Ideal Communication Medium

Two-Way Exchange:• Inquisitive• Open-Minded• Curious• Engaged• Friendly• Sincere• Genuine• Synchronous 

Page 6: Qualification Stepping Stones

Real communication is about listening to understand – Rather than listening

to reply

FocusConfirm

UnderstandClarify

Be confident Show you care

Page 7: Qualification Stepping Stones

Teleprospecting is a Reductive Process

It Reduces a Large Universe of Suspects

 To a Small Group of Qualified Prospects

Page 8: Qualification Stepping Stones

Eliminate Targets That Don’t Match Your Prospect

Profile

BAD RISKS

WILD GOOSE CHASES

NOT ENOUGH REVENUE

HARD TO PLACE

COVERAGE

TIRE KICKERS

Page 9: Qualification Stepping Stones

3 Stages of Qualification

Pre-call list selection

Gatekeeper intel gathering

Determining buying attitudes

Page 10: Qualification Stepping Stones

Pre-Call List SelectionThere are myriad ways to select target lists

Size: employees,

sales, beds, roo

ms,

etc.

Work comp x-dates & carriers

Minority-owned

Years in business

Business class

More…

Page 11: Qualification Stepping Stones

Intel From Gatekeepers

CONFIRM size, industry, etc.

Identify decision makers

When to reach

decision makers

Would DM take my call?

Do they “shop” insurance?

Renewal dates

More…

Page 12: Qualification Stepping Stones

Seeing what companies and people have done in the past gives you great clues to what they’re likely to do now Even with complex and large sales there’s always an emotional component that drives the process

Buying Patterns &

Psychological Motives

Page 13: Qualification Stepping Stones

What motivated you to investigate?

What did you find out?

Have you changed agents?

How often do you review?

Patterns & Motives

Page 14: Qualification Stepping Stones

Qualification is hugely important.It’s the short path to increasing sales revenue.

From choosing target lists, to dealing with gatekeepers, each step helps you zero in on

your most promising prospects