So you’re trying to sell auto insurance, eh?
People seem to think that when it comes to sales there is a special secret that automatically distinguishes those that are good from those that are not. As someone that has been in sales for a long time and considered to be one of the greats, I can tell you personally that the secret lies within your ability to know how people operate.
Sales of any kind involves knowing about people more so, what people want to buy. What kind of things they need and then what kind of things they think they need.
Most of the time people have already sold themselves on a product or services or at least have a good idea of what they want, and are just looking for the right person to sell it to them. This technically means that they are buying no product or service at all but instead, the person who is selling it. This is sort of what I was talking about in this article. That my friends, is why you need to know how people function so you can counter their objections and show them why they need something and what it will do for them.
How This Applies to Selling Auto Insurance
Most people want to believe that they need car insurance. At this point, it becomes about helping them find the right company, premium, and overall plan that will suit them best.
There are many car insurance companies available to consumers these days so you have to make them feel like they are signing up for a plan that will fit their individual needs according to how much they drive, what year and type of car they have, and their location.
But again, the problem is mostly just getting in front of these people. With the many car insurance companies out there, how are people supposed to believe that yours is better than the next guys. And at that point, whether a local car insurance company can benefit them better than a national one.
Show them the Benefits
No matter what they are buying, people like to feel like they are receiving some kind of offer or deal. They really want to see the value and know that they are getting their money’s worth for the price that they are paying each month or year.
Sell them an experience and make them feel like the plan they are choosing was specifically constructed for them and if it already is, then great. More brownie points for you in most cases.
Again, with all the competition you have, it’s crucial to stand out to them. Why should they buy car insurance from you rather than one of your competitors?
Regardless of what you are selling whether it’s auto insurance or even life insurance, people will be buying you, not the actual product you are selling.