5 Life Insurance Sales Strategies in a Call Center
Knowing good life insurance sales strategies is super important, because it is 100% true that life insurance is essential for, forgive the redundancy, life. Also, there is no doubt that they are difficult to sell by phone, even in the context in which we live, which has shown us that having one is necessary to feel protected.
People do not tend to buy life insurance on their own, that is, they do not approach an insurer or call the entity frequently. If not, the dynamic is that most of the time they are contacted by the same insurance companies through a call or a message. However, obviously there is a percentage of people who look for their insurance on their own.
Now, you can even capitalize on that information that people aren’t the ones contacting your life insurance. Since, this has a background and it is that people do not give so much importance to these things, especially the generations that are just becoming independent. But, you can use it to your advantage by showing them the reasons why insurance is so necessary.
So, knowing that life insurance is so fundamental, we have to put a lot of effort into it so that we can sell it successfully in a call center. Therefore, in this article we will talk about what life insurance is, what is its importance and, of course, we will see some life insurance sales strategies so that you can use them successfully in your call center.
Before you start, review what this article is going to be about.
- 1) What is life insurance?
- 1.1) Temporary life insurance
- 1.2) Extended life insurance
- 1.3) Savings insurance
- 1.4) Mixed insurance
- 2) Importance of life insurance
- 3) Life insurance sales strategies
- 3.1) Use feelings
- 3.2) Emphasize the benefits
- 3.3) Focus on solutions
- 3.4) Make sure to provide options
- 3.5) Listen actively
What is a insurance of life?
There is nothing better than being able to have the personal peace of mind that our relatives, those people we love the most, will have the necessary solvency even when we are not present to be able to provide them. Knowing that our family will have that financial support is simply reassuring and is reason enough to purchase life insurance.
But what is life insurance? Life insurance or life policy can be defined as a savings and protection product for loved ones, relatives or closest people, of a person who is insured unfortunately passed away. That is, if a member dies, the people closest to him will receive financial support thanks to life insurance.
We can ensure that our relatives will receive this financial assistance, because at the time of acquiring life insurance a premium is paid, it will be granted to the relatives in the event that when the insured person dies or it is shown that they have a of total disability that endangers or financially jeopardizes the survivors.
Now, in life insurance, an amount is fixed between the two parties that stipulate the contract, and this must be done voluntarily and freely between the insurer and the person who is acquiring it. And this amount of money will depend on the type of life insurance that has been chosen and, for this, the seller must explain to the client all his options so that he chooses the one that suits him best.
Among the types of policies or life insurance we have the following :
term life insurance
Term life insurance coverage covers the life risk of death before the end of the contract, which is usually twelve months. However, these are renewable for a certain number of periods. The quotas of these insurances are accessible and grant the high coverage contract.
extended life insurance
This type of life insurance lasts for the entire life of the insured and has no mandatory terms. The compensation is paid once the death of the insured is notified, without objections and has two variants:
- Lifetime premiums: their fees are paid throughout the member’s life.
- Temporary premiums: payments are made for a few years or until the person dies.
Savings insurance is, basically, a long or medium-term investment that will be provided to insured clients during their retirement or retirement. I mean, when they stop working and receive a salary. In the same way, it allows the affiliate to gather extra capital to face future situations.
The scope of mixed life insurance is a combination of risk insurance and savings insurance. In other words, if the affiliate reaches the age at which he must retire, he will have the possibility of accessing extra income. Likewise, in the event of death, those close to you will be able to collect compensation immediately.
So, as you can see, there are several types of life insurance, and they not only have coverage in case of death, but also in situations of disability. And, its objective is to be able to secure an amount of money with which it will seek to replace the lack of income of the insured when the time comes.
In short, a policy or life insurance serves as a substitute for the economic resources generated by members. The type of insurance chosen will depend on the needs of the person and the risks to be covered. Since, as we have already seen, some insurance works better if you have children and others if you are a single person.
Importance of life insurance
Many people overlook the importance of having life insurance and actually take it on the negative side. Since, a large part has this perception that it is a very complex or tedious product, that it contains many clauses and small letters that tend to generate some mistrust, since they think that they can be deceived.
Similarly, there is another party who rejects life insurance, since he thinks he will not need it. That is, they believe that nothing bad will ever happen to them and they let themselves be carried away by that thought of denial to generate a culture of denial. However, as life has already shown us, bad things can happen in the blink of an eye.
That is why we should try to leave all those fears behind and rather we should focus on the main benefit, which is protection. Because, it is better to be prepared for things that may happen in the future, instead of things that happen and we have no backup. And having life insurance can give us peace of mind that we can face difficult times.
Now, anyone who is of legal age can purchase life insurance if they so wish, however, there are individuals for whom it is especially aimed. Like people who are married or have children, even those who have jobs that put their lives at risk. And, that is why there are types of life insurance, so that they can be chosen according to the needs of the people.
Life insurance is an excellent way to ensure the future of your loved ones and family members, especially if you live with people who are financially dependent on you. Therefore, by taking out life insurance you are ensuring the safety and well-being of these people in case one day you cannot be there for them.
Likewise, if a person has to pay a mortgage and, for some reason, dies or is unable to continue working, but has not yet paid off all the payments on that debt. He could continue receiving income if he has life insurance, which will allow his relatives to allocate that money to meet the payments.
Another reason why life insurance is important is that, if the person has different needs in the future, they will be able to modify their policy over time to be able to adapt to those situations. The member will be able to make changes to his insurance coverage or to the list of his beneficiaries.
In addition, there are other reasons why life insurance is important, among them we have:
- Facing a possible disability: This risk is usually difficult to face economically, since when the provider of the home is unable to work, it is the relatives who must assume the expenses. But, with life insurance, these people will be able to continue receiving income.
- Coverage for serious illnesses: Just as life insurance can cover expenses in the event of disability, it can also do so in the event of serious illnesses such as cancer or a heart attack.
- Retirement support: If the member’s life insurance coverage ends while they are still alive and their children are grown, they can withdraw those savings for a better retirement.
So, as we can see, life insurance is important for several reasons. From ensuring a peaceful future for our family and loved ones, to being able to support us in case of disability or serious illness.
Life insurance sales strategies
Selling life insurance over the phone may sound like a challenge, and to tell the truth, it is, because not having direct contact with people makes the sales process difficult. That is why, in this section of the article, we will see 5 life insurance sales strategies for call centers.
turn to feelings
Appealing to emotions is one of the selling methods that always works , because people will always be more motivated to do something if they are guided by their feelings. As people we tend to make most of our decisions based on our mood, so resorting to emotions works very well when it comes to selling.
In this life insurance sales strategy, we must remind the client that acquiring one is the best way to guarantee the well -being and peace of mind of their loved ones, if he or she is absent for any reason. So, in the calls it is crucial to be able to start with them, try to understand their concerns and needs to advise them as best as possible.
Emphasize the benefits
Although dealing with the technical aspects of a life policy is necessary so that the client can understand what he is going to acquire. Obviously, you should be told about the characteristics and how the payment will be, the duration or how everything will work if at any time it is necessary to collect the life insurance .
However, a good life insurance sales strategy for call centers is also to emphasize the benefits of acquiring a policy. Which we have already seen in the previous section of this article and you can mention them according to the characteristics that the client shows.
You must mention to your clients the different types of insurance that are available so that they can determine which one is the most suitable for them.
Focus on solutions
Customers will always choose to purchase products or services that they believe will solve a problem or life. So, what better than when selling life insurance you talk to them about the solutions that it can give you, we are talking about peace of mind for the future, ensuring the life of your children or being able to pay a mortgage despite any circumstance.
Be sure to provide options
That there are several types of life insurance have a reason and that is that it enables the operator to provide options to customers. Keep in mind that no person is the same and will always have different requirements, therefore, you should mention the different types of insurance so that they can determine which one suits them best.
It is crucial that you listen carefully to your customers, since that will be the only way to know their needs and get to know what they are looking for. Also, during a life insurance sale customers may tell you their fears or fears, which is normal, and you must have the ability to be empathetic. That way, customers will feel confident and better served.
So, as you can read, all these call center life insurance sales strategies are nothing to write home about, but they are very effective. And, as a last tactic, I advise you to implement call center software that allows you to predict the responses of your customers, to reach them in the right way.
Only you can decide what to do with the time you have been given! So you don’t feel like you’ve wasted your time every time you talk to a client and they reject your offer, put these life insurance sales strategies into practice to make every call a successful sale.