Selling the Most Difficult Insurance: Where Do We Begin?

Diving into the realm of selling insurance, one realization shines through: the challenge is not in the type of insurance, but in the mindset and characteristics of the buyers. This article explores the specific difficulties faced when selling engineering-inclined individuals and lawyers, providing insights into these complexities and offering strategies to overcome them.

The Challenge of Engineering-Resistant Minds

Engineering-inclined individuals, a highly analytical and detail-oriented segment of the market, can present formidable barriers in the insurance sales process. These individuals demand a thorough understanding of every aspect of the insurance product, from policy details to complex claims processes and cost structures. Their meticulous nature can make it challenging to succinctly introduce and sell insurance products that they do not fully grasp in an instant.

Dealing with Legal Minds

Metaphorically speaking, lawyers are akin to 'difficult' clients for insurance sales. Their innate skepticism and high standards for detail require a detailed and well-articulated approach. While this high standard is commendable, it can often make the sales process more complex. Lawyers often act as gatekeepers in their clients' eyes, exercising caution in endorsing any insurance products. This inherent critical mindset can make it more difficult to sell insurance that appears too simple or less robust.

The Advice Diversion: Legalistas and Their Clients

Interestingly, a common advice provided by lawyers to their clients is to buy as much insurance as possible. This paradoxical situation highlights the complexity of these clients and their dual roles as buyers and advisors. While lawyers may advise their clients to be well-protected, their personal interactions with insurance companies might be tainted by their professional skepticism.

Understanding the Challenges of Selling Certain Types of Insurance

Insurance types can vary greatly in difficulty, and some can be particularly challenging to sell due to their nature. Long-term care insurance, for instance, often involves detailed policy specifics and addresses emotionally sensitive topics which make the sales process more intricate. These factors create a higher barrier to entry for potential buyers, as they may perceive the insurance as complex or unnecessary.

Specialized Business Policies and Their Nuances

Some specialized business policies, targeting niche markets with unique and specific needs, can be challenging to sell. These policies often cater to a subset of the business community that has specific and less common requirements. Selling these policies requires a more targeted and informed approach, as the needs of the niche market may not be mainstream or immediately recognizable to a broader range of consumers.

Conclusion

Selling insurance, particularly to challenging markets like engineering-inclined individuals and lawyers, requires a combination of detailed understanding, emotional intelligence, and effective communication strategies. By recognizing the unique challenges and adopting the right approach, insurance sales professionals can navigate these hurdles and successfully secure their products in the marketplace.