As an insurance agent, you know how important it is to close the deal with your prospects. You have spent time and effort to build rapport, identify their needs, and present your solutions. But how do you persuade them to take the final step and sign the policy?

Closing is not a one-size-fits-all process. Different prospects may have different objections, concerns, or preferences. You need to adapt your closing technique to suit each situation and overcome any resistance. Here are some proven strategies that can help you close more insurance sales and grow your business.

The Assumptive Close

The assumptive close is a technique where you act as if the prospect has already agreed to buy the policy. You use positive and confident language to move the conversation towards the next steps, such as filling out the application form, setting up the payment method, or scheduling the delivery date. For example:

• “Great, I’m glad you like this plan. Let’s get started on the paperwork, shall we?”
• “OK, so we have agreed on the coverage and the premium. How would you like to pay for your policy? Monthly or annually?”
• “That’s wonderful, you have made a smart decision. When do you want your policy to start? Next week or next month?”

The assumptive close works well when you have built a strong rapport with the prospect and have addressed all their questions and concerns. It shows that you are confident in your product and that you expect a positive outcome. It also helps to create a sense of urgency and avoid any delays or second thoughts.

However, you should be careful not to use the assumptive close too early or too often, as it may come across as pushy or presumptuous. You should also be prepared to handle any objections that may arise and not take the prospect’s agreement for granted.

The Alternative Close

The alternative close is a technique where you offer the prospect two or more options to choose from, instead of asking them a yes or no question. The options should be different but equally appealing, and they should both lead to the sale. For example:

• “Do you prefer the plan with the higher deductible and lower premium, or the one with the lower deductible and higher premium?”
• “Would you like to add the critical illness rider or the disability income rider to your policy?”
• “Do you want to pay for your policy with your credit card or your bank account?”

The alternative close works well when you want to simplify the decision-making process for the prospect and reduce their chances of saying no. It also helps to show that you are attentive to their needs and preferences and that you have multiple solutions for them. It also gives them a sense of control and involvement in the sale.

However, you should be careful not to offer too many options or too complex options, as it may confuse or overwhelm the prospect. You should also be ready to explain the pros and cons of each option and help them make the best choice for their situation.

The Trial Close

The trial close is a technique where you ask the prospect a question or make a statement that tests their readiness to buy the policy. You use the prospect’s feedback to gauge their level of interest, satisfaction, and agreement. For example:

• “How do you feel about this plan so far?”
• “Is there anything else you need to know before we move forward?”
• “It sounds like this policy meets all your needs and goals, doesn’t it?”

The trial close works well when you want to check the prospect’s temperature and see if they are on the same page as you. It also helps to identify any hidden objections or concerns that may prevent them from buying the policy. It also gives you an opportunity to reinforce the benefits and value of your product and address any gaps or doubts.

However, you should be careful not to use the trial close too frequently or too aggressively, as it may annoy or pressure the prospect. You should also be respectful of their opinions and feelings and not argue or contradict them. You should also be prepared to handle any negative or neutral responses and not assume that a positive response means a closed sale.

Conclusion

In the dynamic world of insurance sales, mastering the art of closing is key to achieving success as an agent. Throughout this blog post, we’ve explored three powerful closing techniques — the assumptive close, the alternative close, and the trial close — each offering a unique approach to sealing the deal.

Remember, there’s no one-size-fits-all solution when it comes to closing. The effectiveness of these techniques lies in your ability to adapt and apply them judiciously based on the specific needs and preferences of your clients.

Closing a sale is not about pushing your agenda onto the client; rather, it’s about guiding them towards a decision that aligns with their needs and concerns. Building trust, active listening, and addressing objections play crucial roles in this process.

As you continue to refine your skills, keep in mind that success in insurance sales is a journey, not a destination. Stay curious, continuously learn, and be open to refining your approach based on feedback and experience.