How To Sell An Intangible – A Finance And Insurance Sales Training Example

Finance and insurance sales training:

Many years ago I had my first sales assignment as a finance and insurance salesperson at a Chrysler automobile dealership in North Carolina.

I remember one of my first customer’s was Mr. & Mrs. Jacobs. They were a middle aged couple with one teenager still at home. They were buying a new Chrysler that would primarily be Mrs. Jacobs car.

There is one big difference in auto sales training and finance and insurance sales training. In car sales you are selling a tangible item the prospects can see and feel. In finance and insurance sales you are selling an intangible the prospects can’t see and feel. One is not better or worse they are just different and require different sets of selling tools.

The products I sold as a finance salesperson were things like extended service contracts, credit life insurance, accident and health insurance, and the actual financing of the vehicle they were purchasing.

Two intangible selling tools used in finance and insurance sales training

Intangible selling tool #1 – Savings / cost comparison:
First I presented to the Jacobs an extended service contract and Mr. Jacobs said he didn’t want it.

Then I showed him a list of 10 of the most common types of major repairs people need to have done on their vehicles that the extended service contract covers. Next to each item was listed the labor hours required to do the repair multiplied by the average per hour labor rate for the local area. And next to that was the average parts cost of that particular repair. Most of these individual repairs came to a total of parts and labor cost of over a thousand dollars some were several thousand dollars.

I then showed him and extended service contract that was priced at $599. I also showed him the details of the coverage and how each of my 10 common examples would have been fully covered. This could possibly save him thousands of dollars in repair costs depending on the type of repair.

After showing him how much his potential savings could be and then comparing it to the much lower cost of the service contract he agreed to buy it.

Intangible selling tool #2 – Protecting a loved one:
The second product I presented to the Jacobs was credit life insurance on their car loan. Again Mr. Jacobs responded by saying, “I don’t need it.”

I agreed with Mr. Jacobs that he may not need the credit life insurance but his wife, who was a stay at home mom, may need it one day. I explained that if he were to unexpectedly pass away his wife would be required to continue making the payments on her car if she wanted to keep it.

I them gave him two examples of actual situations I knew of regarding credit life insurance on cars where the husband passed away.

After that, Mr. Jacobs wanting to protect his wife said he would take the credit life insurance on their car loan.

The finance and insurance sales training take away tip
How to sell an intangible? In both situations I was selling a product that my prospects could not see or feel. And with the above two selling tools I turned the product’s benefits into something my prospects could see and feel.

Try using these selling tools on your next intangible product presentation and watch it improve your closing success.

Direct Auto Insurance Free Related Fact

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Then there is this marvelous tip that works like magic. Ever thought of buying both your homeowners and auto coverage from the same insurer? Most insurers will give you a good discount when you purchase more than one type of insurance. The same principal works when you get more than one car insured by the same people.

Although using the cost or price for your next auto insurance policy may be a good start when comparing auto insurance coverage providers it definitely shouldn’t the only factor used to determine which company to obtain your next auto policy from once you actually decide to make a purchase. You should also keep in mind the quality and financial soundness of the auto insurance company. A company that offers the best rates but doesn’t have the financial resources to pay out any insurance claims made does you no good along with a company that is stingy with its insurance money. Make sure and check the credit ratings for all of the insurance companies you are interested in using for your next auto policy. Another good idea is to check with your friends and neighbors to get their opinion on the auto insurance provider that currently insures their automobile.

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Low cost auto insurance method four is to know the value of your car. You can call your auto loan provider for this information, or you can look for your car up in the Kelly Blue Book. If your car is older, consider reducing the coverage. You may not need collision if your car’s replacement value is less than the insurance premium.

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Defensive driving courses are taught across the United States, as well as other countries. Defensive driving schools are sometimes referred to as traffic schools, depending upon the regional area.

Anybody can take defensive driving courses to brush up on skills or to qualify for discounts on car insurance premiums. Most often individuals are referred to defensive driving courses after being ticketed for a moving violation or having been in an accident. Depending upon the laws of the municipality, the documented completion of a defensive driving course can allow for a dismissal of the ticket. Defensive driving courses improve drivers’ overall skills and awareness, contributing to making roads across the nation safer for everyone.

Online defensive driving course is the right option for working adults or people with busy schedules. It helps to understand driving techniques and attitudes effectively. One can acquire these skills from wherever, with an Internet connection. Fast search capability is one advantage of this study tool.

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With the advent of the Internet, it’s no longer necessary to take a defensive driving course at a local school or even in the car. A variety of defensive driving courses are offered online, allowing you to learn safe driving techniques from the comfort of your own home.

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