Successful insurance companies aren’t necessarily selling the product as much as selling their expertise, trust, and ideas. That means Insurance sales talent requires a range of skills to position the value of intangible, complex, and abstract products. These challenges are only intensifying as the industry experiences the dynamics of fast, affordable digital solutions entering the marketplace. Additionally, buyers are becoming more educated and know they have more choices. While strong relationships used to be the name of the game in the Insurance industry, that’s just not enough to win the sale in today’s world.
The insurance industry faces a multitude of complex sales challenges. The products and services are high-dollar value and cannot be seen. And realistically speaking, you’re selling to buyers’ fears.