What are the best virtual sales meeting and negotiation practices for insurance professionals?

3 Build rapport and trust

The third step to a successful virtual sales meeting or negotiation is to build rapport and trust with your audience. You want to establish a personal connection, show empathy, and demonstrate your expertise and credibility. You can do this by using your audience's names, asking open-ended questions, listening actively, sharing stories and testimonials, and providing value and solutions. You also want to use positive body language, eye contact, and facial expressions, and avoid distractions and interruptions.

4 Use effective communication and persuasion techniques

The fourth step to a successful virtual sales meeting or negotiation is to use effective communication and persuasion techniques. You want to use clear, concise, and compelling language that appeals to your audience's emotions, logic, and values. You also want to use storytelling, metaphors, analogies, and examples to illustrate your points and benefits. Furthermore, you want to use social proof, scarcity, urgency, and reciprocity to influence your audience's decision-making and behavior.

5 Handle objections and close the deal

The fifth step to a successful virtual sales meeting or negotiation is to handle objections and close the deal. You want to acknowledge, empathize, and address your audience's objections and concerns, and overcome them with facts, evidence, and benefits. You also want to ask for feedback, confirm understanding, and test commitment throughout the meeting or negotiation. Finally, you want to use effective closing techniques, such as asking for the sale, summarizing the value, creating a sense of urgency, and offering incentives or guarantees.

6 Follow up and maintain the relationship

The sixth step to a successful virtual sales meeting or negotiation is to follow up and maintain the relationship with your audience. You want to send a thank-you email, a summary of the meeting or negotiation, and a clear call to action. You also want to deliver on your promises, provide excellent customer service, and seek referrals and testimonials. Additionally, you want to keep in touch with your audience, provide value and support, and nurture the relationship until the next meeting or negotiation.

7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?