Insurance Agent Forum

[bobson]

Has anybody used High Probability Selling when dealing with prospects? I like the HPS qualification questions and would like to start a discussion on them.

I've modified it a little bit and I am wondering if anyone else has tweaked the stuff?

[salpro22]

Originally Posted by bobson

Has anybody used High Probability Selling when dealing with prospects? I like the HPS qualification questions and would like to start a discussion on them.

I've modified it a little bit and I am wondering if anyone else has tweaked the stuff?

Were you hoping to improve your sales skills using HPS, or not?

[Mr. Bill]

That was mean, Salpro!

But kind of funny, too.

Are you concerned about your health insurance rates, or not?

Well, give us a hint as to the "line" you're using and let's go from there.

[salpro22]

Hmmm, Let's try old school then.

Wouldn't you agree (nodding head) that it makes sense to improve your sales skills by reading books, or not?

A healthy dose of sarcasm can be good. Does that make sense?

HPS has some great tidbits of information and I will be reading that book again to refresh my memory.

They key to using "or not" is not not make it sound like an ultimatum. The alpha control freaks WILL have a problem with that line UNLESS your tone denotes curiosity vs. control.

Personally, I did not buy the Trust and Respect Inquiry because I'm confident in the fact I already know how to get to the root of something from my psychological background. I'd buy it in conjunction with a good entry level book in counselin to futher understand how to build rapport and trust with people.

Another good book is Honest Selling. I really enjoyed reading the book, although I have different feelings about the writer after talking with him and his blatant lack of follow up communication regarding my inquiry into one of his seminars. Not exactly the ideal image of being honest IMHO. Good book though.

[bobson]

Originally Posted by salpro22

Were you hoping to improve your sales skills using HPS, or not?

I'm really hoping to reduce my practise quoting skills. I send out far to many quotes without anything in return. I think those 12 questions really hammer down buyers and release shoppers. But I must admit I have not yet tried all of them in the sequence suggested in HPS.

[bobson]

Originally Posted by salpro22

Hmmm, Let's try old school then.

Wouldn't you agree (nodding head) that it makes sense to improve your sales skills by reading books, or not?

A healthy dose of sarcasm can be good. Does that make sense?

HPS has some great tidbits of information and I will be reading that book again to refresh my memory.

They key to using "or not" is not not make it sound like an ultimatum. The alpha control freaks WILL have a problem with that line UNLESS your tone denotes curiosity vs. control.

I'm not sure I like the prospecting part of HPS. It seems to me you need to be able to nudge people along a little bit and not just find those ready willing and able.

Qualification/Disqualification - the part I think could be very helpful for us practise quoters.

After you get the basics...

I like, "Why do you need health insurance?"
"Do you want health insurance?"
"A health insurance plan for you will cost between x and y. Are you prepared to spend that?"
"If you decide to purchase a health insurance plan from me, when would you like it to start?" (Then HPS has a what if it doesn't start by then? - not sure I'd use that)
"Who else needs to be involved in this decision?" (Then I need to talk to them as well.)
"If you were to make a buying decision right now is their a certain agent or company you would like to use?"
"Is their any reason at all that you wouldn't want me as your insurance agent? Something we haven't covered? Anything?"
"If I can come back with a health insurance proposal that meets your needs, what will you do?"


Now in the real world I am not sure how it would work. It seems that it would rid an insurance agent of tire kickers and someone looking just to put the screws on the current agent.

What say you?

[bobson]

Originally Posted by salpro22

Were you hoping to improve your sales skills using HPS, or not?

Call me dense. I just got the joke after about five minutes. Funny indeed.

[salpro22]

Originally Posted by bobson

I'm really hoping to reduce my practise quoting skills. I send out far to many quotes without anything in return. I think those 12 questions really hammer down buyers and release shoppers. But I must admit I have not yet tried all of them in the sequence suggested in HPS.

I did that recently with a referral I received. I normally only need to do something stupid once to learn. You need some type of commitment to go forward. Look at it like this. I assume you're a male, if not, reverse the following analogy.

You're about to go out on your 4th date with a lady and the two of you are talking on the phone. The inevitable "what have you always wanted to do" conservation comes up and she mentions that she has always wanted to model, whereas you want to drive on the AutoBahn.

You pick up the signal and mention that you actually own a camera and have some experience in photography. The two of you agree to dinner down at the beach to have some fun. After dinner you go down to the beach and have some fun with the camera (non sexual). Things are going well and you end up at your place. Just as about things are about to get heavy she tells you that she tells you that she has a secret that she wants to make sure you're comfortable with. "She tells you she's married!" and you have a rule against breaking the sacred vow.

That is why you qualify AT THE FIRST MEETING by simply asking her questions that indirectly address her risk tolerance and values. There's no sense to put in time if both people aren't in agreement.

[salpro22]

Some of these questions look very familiar.

I like, "Why do you need health insurance?"

Get rid of using the word WHY for the rest of your life. Substitute the word what and you'll get better feedback. Asking somebody "why" puts them on the defense, whereas, what engenders curiosity.

"Do you want health insurance?"

That's a good start, although you'll want to use open-ended questions unless you're looking for a commitment towards the end of the discussion.

"A health insurance plan for you will cost between x and y. Are you prepared to spend that?"

Great first sentence. Get rid of the second sentence as you'll end up pissing more people off then you should and putting somebody on the defensive. Substitute with, "Does that fit into your monthly financial plan." I don't like to use the word budget. Using financial plan makes the person feel good as it builds up their ego and puts you in a position to think and act like a business person.

"If you decide to purchase a health insurance plan from me, when would you like it to start?" (Then HPS has a what if it doesn't start by then? - not sure I'd use that)

Great question, I use it myself, as well as "What would happen if you do not invest in XXXX. The XXXX (pain, underlying needs, german sheppards for QBS fans, etc.) can be more important and that you need to know the good and the bad.

"Who else needs to be involved in this decision?" (Then I need to talk to them as well.)

Good start, but it could be better by inserting a reason before the question. For example, "In order for me to ensure that I don't leave anything out that you need to make a decision, is there anything else you can think of that needs to be addressed for you or anybody else who might want to be involved in this? Then you tie em down again with a commitment to do business if you XXXXXX and XXXXXX!

"If you were to make a buying decision right now is their a certain agent or company you would like to use?"

Get rid of this question and ask them if they have ever had an insurance agent? Yeah, we had some #$@#$@# years ago. Oh yeah, and what made him an @$#$@$@. How do you mean? etc. etc. Build the value in your services and then you can find out a lot more information.

"Is their any reason at all that you wouldn't want me as your insurance agent? Something we haven't covered? Anything?"

Very good I use it myself.

"If I can come back with a health insurance proposal that meets your needs, what will you do?"

Funny thing, I use this one myself with a slight twist.

Now in the real world I am not sure how it would work. It seems that it would rid an insurance agent of tire kickers and someone looking just to put the screws on the current agent.

There's only one way to find out if it will work or not. You're never going to get rid of all tire kickers, but you can sort through most of it.