Tailored Closes & Appointment Setting for the Insurance Industry

You need to get in front of your clients more in order to retain their business and create some new business.  Whenever you have a review with a client, it is a total win-win.  You have an opportunity to cross-sell, and worst case scenario, you build a relationship.  A relationship is like a bank account. 

In the case of your relationship with your clients, you have to constantly be putting in deposits because every time they have someone tell them they could be saving money elsewhere, when they see a silly, cheesy commercial advertising lower prices, or they have some negative experience of any kind, withdrawals are being made.  You have to have a sufficient “balance.”   If the “withdrawal” is too large and the account goes in the red, your client will leave you.

Closing questions are designed to naturally funnel your client into choosing to set an appointment.  Instead of asking an open-ended question, ask a series of “Choice of 2 Positive Questions.”   

  1. When would work better for you to come in, this week or next week? (give them a choice of two weeks)
  2. I am super booked every morning, but I do have a spot either on Tuesday or Thursday afternoon? (give them a choice of two days)
  3. I have 2pm or 4pm open.  Which one works best for you? (give them a choice of two times)

 After the appointment is set, solidify it.  Ask, “So, does ___ at ____pm definitely work for you?”  And ask them to get their calendar and write it in there with a little smiley face because getting together with you will be fun.  Remember, missed appointments cost you time, which is money.

If they give you any kind of objection during the close for an appointment, here are a couple of recloses you can use:

The Crystal Ball:
“If we were to possibly save you money, would you be happy that you met with me?” or “If we were to find that you didn’t have the right coverage, and you were able to fix that, would you be happy that you met with me?”

A Tie-down:
“Having the right kind of coverage is important to you, isn’t it?”

The goal is to get them to say “yes” here.  As soon as they say “yes,” go right back into the “choice of two positive questions” that lead into the appointment.

Your Partner in Success,

Emmie Young
Professional Sales Trainer
Southwestern Consulting
eyoung@southwesternconsulting.com
www.southwesternconsulting.com

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