Woman closing a life insurance sale successfully

Helpful Tips On How To Close Life Insurance Sales

If you are an aspiring or seasoned life insurance sales professional, you know that closing a sale requires a strategic approach that includes building rapport, gaining the prospect’s trust, identifying their needs, and providing tailored solutions. Here, we will explore proven techniques and best practices that will help you learn how to close life insurance sales successfully and thrive in the life insurance industry. 

Our aim is to equip you with actionable insights, practical tips, and effective strategies that you can implement to enhance your sales skills and boost your confidence in selling life insurance. So, let’s dive into this comprehensive guide and discover how to be successful in life insurance sales by mastering the art of closing sales.

1. Be a Good Listener

Whereas each salesperson has ears, not all of them are good listeners. They’re usually mentally busy practicing their next line to see the signals their customer is sending them. When you first meet a potential customer, try resisting the temptation of jumping straight into a sales pitch.

You should constantly remind yourself to adopt a straightforward approach. Listen and then form a connection with the customer. Inquire about their loved ones to demonstrate that you see them as more than a sale.

After introducing yourself and establishing a rapport with a customer, throw some basic questions that will prompt them to begin explaining their situation. Allow them time to talk, and listen carefully. Don’t interrupt them while talking; pay attention to their body language and words.

That way, you can get answers to many of your questions and learn whatever problems they’re struggling with, even if they don’t mention them directly.

2. Use Relevant Stories

Telling a story is one of the most effective means of conveying any message. Information presented in a story form is far easier for humans to retain.

Giving your customers a captivating story might help them visualize the benefits of a given policy rather than just listing them out. Customers are more likely to purchase insurance if they can relate to the story you build around your offerings.

When visualizing your story, the customer will perceive the circumstance’s intensity and the relief of protection against such circumstances. You may still provide facts, numbers, and a product’s explanation, even after using a story to make a point. The details will only deepen their comprehension of the product now that they’ve heard about it in a story.

3. Present Yourself as a Problem Solver

Presenting yourself as a problem solver is essential when dealing with potential customers who don’t believe life insurance carries any benefits. Making a direct pitch to such customers might not be effective since you don’t even have an idea about their situation. Therefore, you should begin by inquiring about their needs.

Very few individuals consider how much money would be necessary to cushion their loved ones when they pass away. Using thought-provoking questions about their financial situation, you can convince potential clients to see their unpredictable future from a fresh perspective.

After getting a firm grasp of their financial condition, put yourself in their shoes and consider how you would address the issue. Besides being a learning experience for both of you, you’ll end up helping them choose an insurance cover that suits them the best. Furthermore, providing a practical, personalized solution will increase your chances of closing a sale.

A woman sitting at her computer with a headset on closing a life insurance sale successfully.

4. Make It Seem Urgent Without Being Demanding

If closing a sale requires a lot of effort, it implies that the prospective customer doesn’t yet understand why they need to make a purchase. When you try to force a sale, you fail since you rely on the customer’s false perception that the product is urgent.

If you’ve been wondering how to be successful in life insurance sales, you’ll need to stop pressuring customers into making purchases. Instead, focus on asking the correct questions to create urgency. You can help customers see their vulnerabilities by inquiring about things like having a 30-year mortgage or the possibility of job loss.

5. Limit Your Offerings

It’s reasonable to present customers with various life insurance policies because different people have varying needs and financial means. But, contrary to popular belief, having an excess of policies isn’t that effective. Customers shopping for life insurance are more comfortable with fewer options since it helps them make sound decisions.

Unlike brands, individual customers don’t have access to professionals who can help them compare and contrast multiple options. Therefore, they may be confused by the variations in each plan’s benefits and interest rates. Your ability to close life insurance sales will suffer if your prospects have difficulty deciding whether to buy.

6. Study Your Rivals

Usually, a potential client will look into different providers before agreeing to do business with you. Your knowledge about rivals’ products must exceed that of your potential customers. If they’re already considering a competitor’s policies, you’ll be better positioned to convince them why your plans are superior.  

Moreover, learning about your rivals will help you uncover what sets them apart, improve your strategies and stay ahead of the competition.

For instance, you may dethrone your competitors by providing attractive discounts to specific demographics (such as teachers) or rewarding loyal customers. You can also utilize the Agency Builder Program to scale your competitors’ management tactics.

7. Show Value To Justify the Cost

You can’t avoid that product comparisons will bring about price discussions. A product’s price depends on the value customers attach to it. You should have a process to assist your customers in understanding why they should buy a given policy.

It’s impossible to compare prices until you know exactly what you’re getting from the policies. Your customer must clearly understand the product’s value before seeing the price.

Ready To Start Closing Life Insurance Sales?

Selling life insurance is a challenging task that requires a deep understanding of the industry, products, and clients’ needs. It takes more than just convincing potential customers to purchase a policy; it involves building a strong relationship with them and earning their trust. 

At Art Life Insurance Agency, we understand the difficulties of closing life insurance sales, and we are dedicated to coaching you and helping you develop the skillset and knowledge necessary to succeed in this competitive field. Our Agency Builder Program offers comprehensive training that covers everything from prospecting to closing sales, and we provide ongoing support and resources to help you build a successful career.

If you are interested in learning how to close life insurance sales successfully or how to be successful in life insurance sales overall, contact us today or schedule a free call to learn more about how we are able to help you take your insurance sales skills to the next level here at Art Life Insurance Agency.

Woman writing on a white board teaching students how to be successful in life insurance sales.


What steps can I take to enhance my skills in selling insurance?

Consider completing classes or training programs intended exclusively for insurance sales professionals to improve your abilities in selling insurance. You may also learn from experienced industry colleagues or mentors, get criticism and coaching, and constantly enhance your product knowledge and communication abilities.

What is one of the biggest challenges in selling insurance?

Overcoming consumer objections and creating trust with prospective customers are two of the most challenging aspects of selling insurance. Many consumers have negative views about insurance sales and may be reluctant to get a coverage. As a sales professional, you must build connection with your customers, understand their wants, and deliver solutions that meet their concerns.

What are the four most common sales strategies?

Consultative selling, solution selling, connection selling, and value selling are the four most prevalent sales tactics. Consultative selling is asking questions to determine the requirements of the consumer and suggesting solutions. Identifying a problem and giving a remedy is what solution selling entails. Building a long-term connection with the consumer is the goal of relationship selling. Value selling entails proving to the buyer the worth of a product or service.

What skills are needed to work in the insurance industry?

To work in the insurance sector, you must possess both technical and interpersonal abilities. Knowledge of insurance goods, laws, and underwriting procedures are examples of technical skills. Communication, negotiation, problem-solving, and customer service are examples of interpersonal skills. Insurance professionals that are successful also have great sales and marketing abilities, attention to detail, and the ability to operate alone or as part of a team.