10 Keys to Creating a Winning Insurance Sales Presentation

Sales presentation is the most crucial part in a sales process where you put all your skills and knowledge to test. Besides showing and telling, you use questioning skills and listening skills to promptly and accurately answer customers’ concerns during the presentation.

In addition to that, you must be tactful enough to identify your customers’ explicit and implicit needs and fulfill those needs. Your ability to present your solutions strategically puts you ahead of your competitors and makes your customers think of you favorably.

Here are 10 keys to delivering a winning sales presentation.

(a) Preparation

Prior preparation prevents poor presentation. Whether your sales presentation is going to be a rough ride or smooth sail is very much dependent on your preparation work. Make sure you have all the facts right and present to the decision maker.

(b) Build connection

Your prospects must first connect to you before they like you and listen to you. Make eye contact with your prospects. Use their name from time to time. Be natural. Be yourself. Be confident and smile.

(c) Be empathetic

When you put yourself in your prospects’ situation, you learn to see things from their perspective. When your prospects feel that you think at their wavelength and comprehend things from their angle, they are more inclined to be in agreement with your suggestion.

(d) Establish a two-way traffic

Involve your customers in your presentation by asking questions. By getting your customers to talk, you make them take a more active role and your sales presentation becomes more interactive and lively.

(e) Appropriate body language

Your body language speaks louder than your words. It is important to use appropriate body language to show the confidence you have in your products. Your gesture, posture, tone of voice etc must convey your interest in your customers.

(f) Customer focused

Your sales presentation is not about you, it is about the customers. Your discussion should revolve around your customers. You should focus on their prevailing problems and present solutions that correspond to their needs.

(g) Avoid canned talk

Every customer likes to be treated differently. Customize your presentation according to your customers’ situation. Intertwine some of your customers’ concerns and aspiration in your sales presentation. A one-size-fits-all kind of presentation turns off your customers most of the time.

(h) Make your sales presentation a memorable one

You can tell a story to explain how your solutions solve a problem or draw a diagram to show how a concept works. People like to look at drawings and listen to stories. Use interesting pictures or stories to make your presentation a memorable one.

(i) Highlight your unique strengths

Accentuate your unique strengths. Your customers want to know if they make the right choice. They want to know if they get the best value out of the money they are going to part with. It is important for you to help them understand that why you are their best advisor.

(j) Wrap up

Recap the purpose of your sales presentation. Revisit and confirm the prospects’ concerns and priorities. Assure them that their problem warrants your solutions. In this phase, it is important to maintain a high level of energy and optimism that may help your prospects make a decision in your favor.

A sales presentation is not complete without an effort to close. Always incorporate closing strategies into your presentation. You can gauge from the reaction of your prospects if they are ready to make the purchase. Once you detect positive response, you have the right closing technique at your disposal.

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