Overcoming Barriers of Life Insurance
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The major problems which an Insurance advisor may face in field can be classified under following stages of sales-
1. Generating Sales Leads
Selling begins by locating potential customers. A potential customer or “prospect” is first identified as sales lead, which simply means the salesperson has obtained information to suggest that someone exhibits key characteristics that lend them to being a prospect.
Sales leads can come from many sources including:-
Prospect Initiated – Includes leads obtained when prospects initiate contact such as when they call you or respond to an advertisement.
Profile Fitting – Uses market research tools, such as customer profiles, to locate leads based on customers that fit a particular profile likely to be a match for the our products. The profile is often based on the profile of previous customers.
Market Monitoring – Through this approach leads are obtained by monitoring media outlets, such as news articles, Internet forums and corporate press releases.
Canvassing – Here leads are gathered by cold-calling (i.e., contacting someone without pre-notification) including in-person, by telephone or by email.
Personal and Professional Contacts – A very common method for locating sales leads uses referrals. Such referrals may come at no cost to the salesperson or, to encourage referrals, salespeople may offer payment for referrals.
Promotions – The method uses free gifts to encourage prospect to provide contact information or attend a sales meeting.
2. Qualifying Leads
Not all sales leads hold the potential for becoming sales prospects ...