As a insurance professional or agent, is it important to show your intellectual prowess during the sales process? It depends on who you are talking to and the purpose of the meeting. Whatever you do, be mindful of your client's feeling, therefore do not insult him or her and appeal to the emotional side.

Sometimes you can hurt your sales total by trying to be too smart. It is a proven fact that people generally buy out of emotion and not because of your credentials. Sure you will have some exceptions, however refer back to your marketing plan and note whether these individuals are a part of your target market. If they are in your market group, then it is important to find a balance between the intellectual and emotional stimulus. Understand, nothing can feel worse than people talking down to you, instead of having a conversation with you. Even though you are the expert, you still should encourage active dialogue during the sales process, otherwise you might be perceived as a "know it all," in regards to his or her situation without fully listening to the needs of the client.

People need to hear a story about what could happen without your products and services. Insurance is about protecting against the loss of income, life, and property. Therefore you should always appeal to the individual's emotional side, not only as a means to make the sale, but to make sure he or she understands the possible consequences of doing nothing. While being analytical can be confusing and boring, people still need to know what he or she is buying and how this products protects him or her. You should find a balance between intellectual and emotional sales techniques, in order to help more of clients. In the end, when a death of loved or disability occurs, their family will thank you for your foresight.

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