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September 01, 2015 at 12:00 AM
“Great stories agree with our world view. The best stories don’t teach people anything new. Instead, the best stories agree with what the audience already believes and makes the members of the audience feel smart and secure when reminded how right they were in the first place.” – Seth Godin
As an insurance agent, there are hundreds of different products you are licensed to sell. Every product has unique coverages that protect your client.
However, it’s not the coverages or limits that your prospects or customers are concerned about. Your prospects and customers want the story that paints the emotional picture of how that coverage benefits them and, more specifically, why it’s important that they buy it from you.
Being a great storyteller is one of the greatest skills of any salesperson. However, most insurance agents focus on facts, data, and boring proposals.
I am not telling you to hide facts, data, or price. These will always be a huge factors for any consumer making a buying decision. I am telling you to emotionally connect with your prospects and customers with stories first to help make selling easier later.
What are you discussing with your prospects and clients?
I am sure you have heard the phrase, “Facts tell, but stories sell.” This phrase may be cliché, but it’s 100 percent accurate.
Facts make you feel smart, informative, and in charge. In reality, most consumers see you as arrogant, confusing, and unlikable.
