Life Insurance Closing Techniques

Questions to Ask

Knowing what to say immediately after having a beautiful introduction and elaborate conversation about a life insurance plan with a prospect is very important. No prospect would like to hear or respond to irrelevant questions, nor will they be willing to secure a life insurance plan with your company if the questions are irrelevant at that moment. So what do you say to ensure you make a sale? Communication is key, and the tone of an agent to a prospect matters a lot. However, we understand that a lot of agents strive due to poor grammatical phrases or not knowing when exactly to use these questions. Therefore, as a sales agent, knowing the right word and question to ask at the right time can make a top player in the game. Here are some proven record questions you can ask your prospect when you are done elaborating on the benefits of life insurance and the plans your company offers.

1. Are you with me so far?

2. Do you clearly understand every piece of information?

3. Would you like me to clarify any information?

4. How do you see our available plans?

5. Do you have any questions for me at this moment?

6. Does this seem to be the kind of solution you’re looking for?

7. Does any of these plans look suitable for you?

8. Is any of our plans affordable for you?

9. Do you have any other life insurance plan you do pay for?

10. Have you ever imagined what could happen to your children and spouse if the income you’re contributing stops suddenly?

11. Have you thought of a plan set-asides that can address your needs if any of your loved ones pass away?

12. Based on how you see our plans, does this offer help solve your problems?

13. Does this sound like something that would be very valuable to you and your loved ones?

14. How would it be putting your spouse and children on a life insurance plan?

15. Do you think it is worth registering or securing?

Every question stated above all has a different application scenario.

Also, it is important to ensure you do not stress your client with questions during calls or physical appointments. Always ensure you are certain that your question we generate feedback. (In physical conversation, religious factors may come into consideration before asking some questions, especially related to death). So, learn to consider your prospect’s condition before asking questions. Finally, ensure you sound curious to make them know you’re really focused on them and expect feedback.

Trial Closing

Let’s look at the closing process on the life insurance objections and rebuttals page.

Once you’ve clarified or made your prospect understand more about life insurance and the plans available, you say…. “ Please, is there anything you would like to ask for further clarification?” At this point, you are giving your prospect the chance to open up and communicate better with you while closing the sales If the prospect asks questions, endeavor to keep your answer short and understandable while building their trust in the company’s insurance plan. Then, once you are done, you say, “did I provide adequate information regarding your question.” If yes, you can proceed. But if not, then try to recapitulate what you said again in an easier understandable way. Once you have confirmed that the prospect is satisfied with your answers or information provided, you say …” Thank you, Mr or Mrs (name). What type of life insurance plan would you like to secure or register for today…?” This makes the prospect know that you’re focused on ensuring they get the best plan for the future.

Let’s look at a scenario where you have enlightened the prospect about life insurance and plans they can secure for themselves or loved ones.

You can start by saying….” Mr or Mrs (name), I’d like to know if you have kids.” Let us assume the prospect responds with a Yes! You say…” How would it be if you put your children on a life insurance plan?” ( Your tone matters here. We will strongly recommend a friendly and comfortable tone) At this point, you have made the prospect feel that you’re not only concerned about his or her welfare but also their loved ones. Once the prospect responds, you say, “ great! So, Mr or Mrs (name), which plan would you like to get started with at this moment?” These trials above give a 90% positive likelihood of generating a response from a prospect and a higher chance of leading sales. The hint when asking a prospect any closing question is to keep it short and easy to comprehend. If you observed both trial closing questions, you would notice each question is short and straightforward.

Asking for the Close

As a sales agent, this is the most challenging and unpredictable part. This is because you cannot easily conclude you have successfully led a sale based on a prospect’s response so far. So how do you ask for the close? According to our experts and professional sales agents, you do not have to feel uncomfortable or tense when asking for the close. Instead, a calm and positive expression works perfectly fine. When you are asking for the close, you can start by saying …” what type of plan would you like to secure or register for today…? Or “Are you ready to get started with a plan now?” This is highly recommended because it clearly shows that you’re ready to solve their problems and secure both their future and that of their loved ones. However, in a situation where the prospect does not seem to have much trust yet or not showing full interest or sounds skeptical about your offer, you can ask for the close by saying….” Mr or Mrs (name), can we schedule a physical appointment during the week?” If the prospect agrees, then you say, “ Thank, (name)…what day will it be convenient to have an appointment?” Once the prospect responds. Then that’s all! You can end the entire discussion with an appreciation. If otherwise, you can check our life insurance objections and rebuttals page for some vetted approach to keep your closing on point if you end up with no sales or appointment.