Insurance Sales Training: Which of These 3 Ways Do You Want Customers Exiting Your Sales Funnel?


by Cheryl A. Clausen - Date: 2007-07-31 - Word Count: 425 Share This!

There are three ways customers exit your insurance sales process. At the close of the transaction the customer can be: dissatisfied, satisfied, or loyal. If you want your insurance sales training to yield the best long-term results your goal should always be to close the transaction gaining a loyal customer.

How can you close a transaction with a dissatisfied customer? Dissatisfied customers can result from:
the way the customer felt they were treated during the sales process that you've learned as a result of your insurance sales training,
the customer feeling misunderstood,
and/or from the way you handled the transaction itself.
Dissatisfied customers aren't happy with their experience, they tend to complain about everything, it's unlikely they will ever do repeat business with you, they won't ever refer anyone to you no matter how much pressure you try to exert, and they will replace you at their earliest convenience.

Hooray, you have a satisfied customer. Wrong, a satisfied customer is just as happy to do business with anyone else as they are to do business with you. A satisfied customer will do business with the person who is more convenient or has the lowest price. A satisfied customer won't give you qualified referrals and will be reluctant to refer you to anyone.

The gold ring you are after is the loyal customer. Insurance sales training that helps you to obtain loyal customers provides a system for both current and future success. Here's why loyal customers are so critical to your future success. A loyal customer will gladly do repeat business with you, they almost never complain and are quick to sing your praises, they will refer highly qualified prospects to you voluntarily and will have them call you, and they will tell others about you. You have to earn loyal customers, but they are definitely worth the effort.

Bottom line there are 3 ways a customer can exit your sales funnel and only one really benefits you. You want every customer to exit your sales funnel as a loyal customer. You may think that's a really hard thing to do, but it isn't. You should be learning through your insurance sales training that the best way to gain loyal customers is through understanding and giving the customer exactly what they want exactly the way they want it.

Would you like to learn more about your sales skills? Try this Sales Skills Analysis and find out where your opportunities for improvement are.

Do you have $1 to invest in your future? Give Coaching a Try.


Related Tags: sales training program, real estate sales training, insurance sales success, investment sales success, sales and marketing plan, insurance sales train

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