Getting into the complex realm of insurance sales can sometimes feel like wandering through a maze. However, with the right strategies, you can turn this complex journey into a rewarding adventure. In this article, we will explore the art of crafting a compelling sales-closing catchphrase – a powerful tool that can significantly impact your conversion rates. Whether you are a seasoned pro or just starting out in the industry, these tips are designed to give you an extra edge. Let’s dive in and unlock the secrets to sales success!
Creating a Sales Closing Catch Phrase
There are many ways to end a sales presentation. Among them, you can do one or more of the following:
- focus on responding to your prospects’ or clients’ sales objections
- reinforce why the proposed product is a good fit for the client and their business
- offer to provide a customized quote
- challenge your customer or prospect not to act (e.g., “Can you and your employees risk going without health insurance any longer?” Or, if insured now, “Do you want to continue to pay for your current coverage that doesn’t offer as much as what I have proposed?”)
- ask (again) for the sale – e.g., “Have I done enough to earn your business?” or “Don’t you want to offer your employees more with minimal change to what you’re spending now?”)
- talk about “what’s next” (like the group’s future enrollment).
- end with a quote (a spot-on quote can help prompt your customer to act; for example, you might consider “By changing nothing, nothing changes,” is attributed to Tony Robbins. He’s right. Act now to make things better for your employees and your business.)
- share a story about how you have helped a similarly situated employer (or other client) and how it was effective in helping employees or providing greater value for the business
Other Approaches
The Canadian Professional Sales Association (CPSA) notes that while each sales situation is different, there are some good catch phrases being implemented by successful sales people globally. One or more of these could work for you:
- “Let’s move forward.” This is an upbeat way to invite action.
- “Would you like to get going with this solution?” This directly asks for buy-in on your proposed solution.
- “You’ve mentioned you need a solution by [x date]. Let’s look at our calendars and set a timeline for implementation.” This approach combines time sensitivity and builds on the momentum of your discussions so far. Of course, this only works if you’ve actually discussed timing; otherwise, you will appear pushy.
- “If you don’t have any more questions or concerns, I think we’re ready to get started.” This is a close without being pushy. You’re leaving the door open to questions, while asking your client or prospect to move ahead.
For other ideas, consider the suggestions from Close in 35 Best Closing Sales Quotes to Drive More Revenue. SAASPARTNERS.IO published a list of The Best Sales Closing Phrases to Help You Win More Deals with more approaches you might consider.
Your Word & Brown representative is another resource to help you craft the right proposal, pitch, and close for your renewing and new clients. If you’re not already doing business with us, call 800-869-6989 or complete our online form to get started.
