I find it so amusing that so many agents and advisors can't wait to talk and get the sales process going.
Generally, one of the first things said is about a product or system the prospect needs.
Not!
You can begin communicating with your prospect before even saying anything; it begins with nonverbal skills.
About 93% of all communication is nonverbal, according to a study completed at UCLA.
Nonverbal communication can range from expressions to body language to facial expressions to the use of space around you.
Gestures based on vocal expressions often have more effect than words.
The correct use of nonverbal communication can help the insurance agent build a stronger relationship with a prospect or a client.
Using nonverbal expressions can take time to develop, and it is important to begin with the basics.
Here are five tips for building this selling asset.
1. Posture
Nothing says more about who you are and how much your confidence level is transferred to the relationship than posture.
My mother always said to stand up straight and be proud you are tall, and to this day, I think of those words of advice.
Never slouch, and always keep your head up as much as possible.
When sitting, ensure your back is straight and never look like a piece of wet noodle lying in a chair.
Correct posture translates to being alert and interested.
Sit up straight, and you will look more confident and feel more confident.
When discussing the prospect's affairs, try never to fold your arms or legs and try to be as open as possible.
Never hold a cup or drink when asking your prospect a personal question.
If possible, never conduct a fact finder or ask personal questions where anything, such as a desk, is between you and your prospect.
Being open is the key to learning how a prospect feels about themselves and their assets.
