When you get a potential customer on the phone, you probably begin with a standard question and answer session focused around the policy details. Asking these questions is an essential part of the quoting process, but how you deliver them can have a significant impact on the tone and flow of the call. Conversational-style questions aren’t just about getting the information. They develop trust from the consumer, make them feel more comfortable providing personal details to a total stranger, and help turn the conversation from “stale sales call” into a friendly conversation.

Play around with the following questions and see how incorporating a more personal touch can impact your sales calls.

Getting to Know the Lead

  1. Can you tell me about your [background, job, reason for contacting us] so I can help you find the best options?
  2. What insurance or asset protection problems can I help you solve today?
  3. Is there a reason you are looking at switching insurance providers so I know if we can meet your expectations?
  4. How much experience do you have with [general policies] so I can be sure to answer all of your questions thoroughly?
  5. What concerns do you have about [auto, home, life] insurance at your age?
  6. What challenges have you had in the past with previous policies?
  7. Can you share a little about your future goals and aspirations to help find the best option for you?
  8. What is one thing that I can help with right now that might make your life easier?
  9. Will you be the only decision-maker, or is there someone else who will be considering this policy?
  10. Have you spoken to other companies about obtaining a policy? (If yes) What was your experience like with them?

Middle of the Pitch

  1. Does what I’ve explained so far make sense, or is there anything I can go over in more detail?
  2. Does this sound like it would meet your needs?
  3. When will you be needing to start your new coverage?
  4. Is there anything that may arise in the next couple years that could change how we’re looking at these options now?

Budget/Cost Considerations

  1. Do these options sound like they’ll fit your budget?
  2. What is your preferred budget and your “absolute limit” budget?
  3. Aside from the cost, what features are you interested in comparing?

Wrapping Up

  1. Now that I’ve explained the features, how does this plan sound to you?
  2. Is there anything else that I can help with that we haven’t discussed?
  3. Do you have any hesitations about these policies?
  4. Is there anything you feel needs to be adjusted to better meet your needs?

Closing the Sale

  1. Do you feel like this amount of coverage would work for you?
  2. Do you have any questions on next steps?
  3. Are you ready to move forward with this policy?
  4. Would you be available to secure this policy on Thursday morning?
  5. Based on our conversation, how do you feel about the service I’ve provided today?