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Selling and Negotiation of an intangible product - Insurance By V.Gautham
- 1. Selling And Negotiation Vundavilli Gautham BE Power - National Power Training Institute MBA - Sydenham Institute of Management Studies (2014-16 ) Licentiate IIA
- 2. This small presentation has been made with insights gained from a seasoned agent , whom I interviewed . The presentation deals with selling and negotiation skills as concerned with an agent trying to sell insurance . You are free to use anything from this presentation that you would like to . Go ahead and share it !!
- 3. The Person • Why an insurance agent • Why do these people get into insurance – Supplementary income • 90% are part timers - Personal Networks • 10% professional agents - Invest in new clients
- 4. The Product • Insurance is an intangible • No instant need • High profit margins • Your company name – Inspires Trust or Repulsion • Recurring nature of service
- 5. The Strategy • Diversified product service – the family ‘finance doctor’ • Insurance & Mutual Funds • Chit funds and Real Estate • Constant customer engagement • Sell vehicles & greet on social events • Cold calls • Getting new clients – Future investment and when it’s a liability
- 6. Tricks of the trade • Every sector has a time • Stationary(school starting season) , Jewellery(Festival time) , Tourism business • Every profession has a time • When to speak to Lawyers and Doctors • And some general tips • Sensible times to do business • Sensible place to do business
- 7. The Subtle Tactics • The ‘‘ Can I speak with Mr K ? ’’ technique • Observing non verbal cues • Read a person like a book • Align your body language with the customers • What to say politely if the customer wants a discount
- 8. Learnings • Build relationships that last a lifetime • Total customer lock • Don’t always do things for money • Relationships are more powerful than knowledge and product • And finally , Customer service is what defines your product
Notas del editor
- Part time agents leverage on personal networks . Contacts are exhausted in 2-3 years . Experience difficulty in sustaing business after exhausting contacts Professional agents have longer track records . Work as a business entity . Normally serve a couple of hundred families . Typically have 2000-3000 policies
- Lawyers prefer evening meeting – court work , going through cases etc Doctors receive clients in the evenings , prefer mornings Do not try to sell insurance close to lunch hours -success rate much lower Preferred place to do business is in neutral territory such as parks , cafes etc if possible However meeting the client at some place overrides all other concerns