Allowing protection insurance customers time to think makes all the difference for Apprentice candidate and protection adviser Raj Chohan.
Addressing delegates at Health & Protection’s inaugural protection conference in the City of London today, Chohan, who was the star seller on The Apprentice on the second week of the show, told delegates about her secrets to selling success.
“Some of the key things I do with my clients when it comes to protection is to understand what they need through our fact find,” Chohan explained.
“I explain what I think they need. But I don’t talk about any numbers.
“I just give them an idea about life, critical illness, explaining the chances of living longer is higher – but the chance of you suffering a critical illness is higher so you are likely to claim on your critical illness which is why it’s more expensive.
“Plant those seeds. Just talk about it. Leave it for a few day.
“Then I come back to them in a few days and just have a catch up generally. How’s everything going? And just say, have you had chance to think about it? And they say, yeah we have – send over some figures.
“And then I say, yeah, and send over some figures.”
Chohan added that she then sends customers a three tier quotation system identifying what ideally they need, what is the minimum cover they need and what is something a little bit in between that will fit sensibly in their budget.
“Then again, I just leave it with them,” Chohan continued.
“Do you have any questions at this time? They may have some questions. They may not. That’s okay. We’ll leave it with you for a few days.
“When it comes to protection, what I’ve found is not closing like mortgagest’. Is a completely different step sales style.
“And I just leave it with them – no pressure from me whatsoever.
“And I’ll just come back to them – what are you thoughts on it?
“And they’ll say, l’ve had a think about it. And they do generally go for the top tier or the middle tier.
“But I’ve not put pressure on them. I’ve just make them aware and say, you’ve got to be comfortable with what you take and you need to know you’re feeling protected enough.”
Consequently, Chohan revealed she does quite good business.
“It’s because I’m relaxed with it.
“I think the key thing with this is allow them time to think and that will mean you sell your premiums high and your rate of cancellations are going to be quite low,” Chohan added.