✨Potions Class: Brewing Value
A promise of the value to be delivered to the member that helps us stand out and connect with them based on their wants and needs.
What is: "Value Proposition".
An example of a phrase in any rebuttal that shows the member you hear them and understand their concern.
What is: "I completely understand but…", "I hear you however…", "That makes sense but…" (or similar phrase)
A technique used when the agent immediately assumes the member is ready to purchase by discussing the necessary information confidently and assertively
What is: Assume the Sale
"I need a quote on my mobile home."
What is: Use ancillary products.
An example of a phrase that helps indicate you are going to be providing the member something of value.
What is: “What this means for you is...” “You’ll be gaining...” (or something similar)
As an agent, overcome "I need to think about it".
What is: Asking specifically what they need to think about. For example, "Is there anything I need to clarify that you are taking the time to consider?" (or something similar)
An example of a more assertive closing technique, assuming the member is ready.
What is: To lock in this rate and get your coverage effective today, I'll just need to collect the down payment. How would you prefer to handle the initial payment?" (or similar question)
Our three major benefits/additional savings.
What is: Membership/Associate Offer, Bundling & Smart Home
Other Bonus Points: Additional Benefits/Discounts and/or Current Promotions (like BOGO).
A technique of connecting a policy feature (like roadside assistance) directly to the member's life (like their long commute).
What is: Relating to their needs.
An example of a quick transition phrase used after the initial rebuttal to move the conversation away from cost and back to the product's quality.
What is: "I understand. While the company you're with may seem cheaper in price, the cost of time, service, and a smooth claims process is exponentially more valuable with us." (or similar rebuttal)
The most effective steps in setting the next event if the member can't immediately purchase.
What is: Pick a date, time, and offer to set up a call-back, followed by emailing the quote and your contact information for easy access. The final step is to follow-through!
A benefit a member gains from bundling policies with us that goes beyond just saving money on the premium.
What is: All assets covered by a membership-based company they can trust, that is also capable of quickly handling claims and customer service.
An example of a sentence designed to shift the member's attention from 'How much does it cost?' to 'How much is it worth?' by highlighting our superior protection and service.
What is: "If you needed to use this coverage tomorrow, wouldn't you want to know you had the best?" (or similar phrase)
The strategy used when a member states their current insurance is cheaper, that helps highlight the differences in coverage and service to manage their objections.
What is: The "Apples-to-Oranges" comparison. (or building value)
These types of closing questions: “What do you think?” “What are your thoughts?” “How does this sound?”
What is: A weak/poor closing question.
An agent's response after asking for the sale: “We can try to lower your price by bundling your home with Smart Home Security, as this gives you a $1,000 dollar deductible reimbursement and a security discount on your home.”
What is: Overcoming Objections - An effective way to provide coverage, deductible, and discount offers to lower premium or increase benefit.
An example of how to respond when a customer expresses concerns about customer service with their current provider.
What is: “Here at AAA, we value your time. We prove this by quickly providing customer service and a smooth claims process that out ranks many other providers.” (or similar response)
An example of a question you ask to find the true barrier after you’ve already handled the price objection once.
What is: "Other than the price, are there any other concerns holding you back?" (or similar final-barrier question)
An example of an effective closing question used when the member is provided multiple options/coverages in regards to the quote(s).
What is: “Which of these options works best for you to get this policy started?” (or similar closing question)
This product offer should still be completed for every Non-Member, even if they decide against purchasing the insurance policy today.
What is: Standalone Memberships - The customer can still enjoy the many benefits of the membership without having insurance.