{"id":320164,"date":"2026-10-16T13:14:46","date_gmt":"2026-10-16T07:29:46","guid":{"rendered":"https:\/\/insurancekhabar.com\/?p=320164"},"modified":"2026-10-16T13:15:06","modified_gmt":"2026-10-16T07:30:06","slug":"ask-dont-tell-the-effective-qa-art-in-life-insurance-sales-2","status":"publish","type":"post","link":"https:\/\/english.insurancekhabar.com\/ask-dont-tell-the-effective-qa-art-in-life-insurance-sales-2\/","title":{"rendered":"&#8216;Ask, Don&#8217;t Tell&#8217;: The Effective Q&amp;A Art in Life Insurance Sales"},"content":{"rendered":"<ul>\n<li> <span style=\"color: #0000ff\"> <strong>Sunil Kumar Acharya<\/strong><\/span><\/li>\n<p>}<\/p>\n<\/ul>\n<p>While working in the life insurance sector, we often make a big mistake \u2013 as soon as we meet the potential customer, we start directly explaining the features and benefits of the insurance plan without establishing a good relationship. This makes the customer defensive in the beginning and we often fail to sell the life insurance plan. <\/p>\n<p>In fact, selling is an art of psychology. To sell insurance, first of all, you have to establish a good relationship with the customer. <\/p>\n<p><span style=\"color: #0000ff\"> <strong>1. Starting with social conversation<\/strong><\/span><\/p>\n<p>Don&#8217;t talk about insurance at the beginning. Give the client a chance to speak. Ask about his personal life, family, and priorities and listen patiently. <\/p>\n<p>The questions should not be &#8216;short answer&#8217; in the nature of &#8216;yes&#8217; or &#8216;no&#8217; but should be &#8216;open questions&#8217; that help the customer open easily. E.g.: <\/p>\n<p><span style=\"color: #0000ff\">Daily conversation and interests<\/span><\/p>\n<ul>\n<li>How are your days going these days? <\/li>\n<li>What do you enjoy doing in your free time? <\/li>\n<li>What do you enjoy the most? <\/li>\n<\/ul>\n<p><span style=\"color: #0000ff\">Work, career, and career<\/span><\/p>\n<ul>\n<li>Who or what gave you the energy to come to this field (work or business)? <\/li>\n<li>What is the most enjoyable part of your work? <\/li>\n<li>Why did you decide to make this sector your future? <\/li>\n<p>What difficulties or obstacles do you face while working in this field?TAG_OPEN_li_165 <\/li>\n<\/p>\n<\/ul>\n<p><span style=\"color: #0000ff\">Thoughts, Philosophy of Life and Priorities<\/span><\/p>\n<ul>\n<li>What is the thing that means the most to you? <\/li>\n<li>What is your opinion on this? <\/li>\n<li>Do you have any solution to this? <\/li>\n<\/ul>\n<p><span style=\"color: #0000ff\">Futures and Plans<\/span><\/p>\n<ul>\n<li>What are your plans for the coming days? <\/li>\n<li>How do you plan to take the journey forward? <\/li>\n<li> Where do you want to see yourself reach in the next 5 years? <\/li>\n<li>etc<\/li>\n<\/ul>\n<p>Things to note: While asking questions, one should not be as harsh as asking an investigating officer or an accused. While listening to the answer, one should listen attentively and patiently. <\/p>\n<p><span style=\"color: #0000ff\"> <strong>2. The Art of Turning Speech into an Emotional Question<\/strong><\/span><\/p>\n<p>When a good relationship is formed, you should start asking emotional questions related to life insurance. Instead of saying &#8216;get insurance&#8217; directly, ask them questions that make them think. <\/p>\n<p>Here are some examples of real situations and the right ways to ask them: <\/p>\n<p><span style=\"color: #0000ff\"> <strong>a) For the future and education of children <\/strong><\/span><\/p>\n<p>Don&#8217;t say <span style=\"color: #0000ff\">: <\/span> &#8216;You must get life insurance for your children&#8217;s bright future.&#8217; \u2019<\/p>\n<p>Ask <span style=\"color: #0000ff\"> <\/span> Do you have any thoughts for your children for higher education? <\/p>\n<p>(If the customer says &#8216;not thinking&#8217; or &#8216;don&#8217;t know&#8217;, just say: &#8216;I agree, this is a bit serious. I have a precise plan to secure your child&#8217;s future, can I take 5 minutes?&#8217;) <\/p>\n<p>But if a potential customer says, &#8220;I&#8217;ve saved in the bank&#8221; or &#8220;I&#8217;ve insured,&#8221; excitedly say, &#8220;I&#8217;m glad to meet a parent like you who thinks about the future of your child.&#8221; <\/p>\n<p>Now, for the future financial planning of his child, he will know how much the term savings and insurance plan is contributing to higher education and how many more actuaries will be insured. If there is no need to insure, then it is better not to force it. Instead, he should be thanked. Because he has already invested enough money (savings and life insurance) for higher education. <\/p>\n<p>Here you are presented as an insurance advisor rather than an insurance seller. Therefore, even if you do not get insurance, you have been able to win the hearts of potential customers. Even if you do not get life insurance immediately, you will have a chance to get referrals from that potential customer in the future. <\/p>\n<p><span style=\"color: #0000ff\"> <strong>b) For peace of mind and family safety{<\/strong><\/span><\/p>\n<p>}<\/p>\n<p>Don&#8217;t say <span style=\"color: #0000ff\"> <\/span> &#8216;Life insurance gives a person great peace of mind.&#8217; \u2019<\/p>\n<p><span style=\"color: #0000ff\">Ask: <\/span> &#8220;Doesn&#8217;t it make you feel more relaxed and comfortable knowing that your loved ones are financially secure, whatever the situation tomorrow brings?&#8221; <\/p>\n<p>The rest of the questions should be answered accordingly. Let us ask the questions in such a way that it is easy for them to answer. So that it is easy for us to close the insurance. <\/p>\n<p><span style=\"color: #0000ff\"> <strong>c) <\/strong>{<\/span><\/p>\n<p>for a customer who says &#8216;insurance is expensive, difficult to pay&#8217;<\/p>\n<p>Don&#8217;t say <span style=\"color: #0000ff\">: <\/span> &#8216;Insurance is not expensive, you can do it easily.&#8217; \u2019<\/p>\n<p><span style=\"color: #0000ff\">Ask: <\/span> &#8220;If the future of the family can be completely secured by saving 2-3 cups of tea or some minor unnecessary expenses every day, would you like to hear the insurance plan I am going to say?&#8221; <\/p>\n<p>Similarly, according to his answer, he can be asked questions and presented the life insurance and agreed to take the insurance. <\/p>\n<p><span style=\"color: #0000ff\"> <strong>d) For young and young customers <\/strong><\/span><\/p>\n<p>Don&#8217;t say <span style=\"color: #0000ff\">: <\/span> &#8216;You&#8217;re still young.&#8217; Premiums are cheaper when you insure now. \u2019<\/p>\n<p><span style=\"color: #0000ff\"> Ask: <\/span> &#8220;If you can get a lifetime cover now at a much lower premium than in a few years&#8217; time, would you want to wait until later?&#8221; <\/p>\n<p>Or don&#8217;t you think that if you develop the habit of saving from now on, you can solve big problems in the future? <\/p>\n<p>In this way, by asking the right questions, his answer can also be easily understood and the need for insurance can be explained in the youth. <\/p>\n<p><span style=\"color: #0000ff\"> <strong>}{}<\/p>\n<p>} for customers with loans or businesses<\/strong>{{TAG_CLOSE_span_125}{{}}}<\/p>\n<p><span style=\"color: #0000ff\">Don&#8217;t say: <\/span> &#8216;Insurance helps you pay off your debt in difficult situations.&#8217; \u2019<\/p>\n<p><span style=\"color: #0000ff\"> Ask: <\/span> &#8216;Suppose in an unforeseen situation, who will bear the burden of the business or personal debt? Will the family be able to bear the financial burden?&#8217; <\/p>\n<p>Can we put the burden of debt on our young children? <\/p>\n<p><span style=\"color: #0000ff\"> <strong>}{}<\/p>\n<p>}} for customers who have a habit of saving <\/strong><\/span>}{}}}<\/p>\n<p>Don&#8217;t say <span style=\"color: #0000ff\">: <\/span> &#8216;Insurance is a very good savings plan.&#8217; \u2019<\/p>\n<p>Ask <span style=\"color: #0000ff\"> <\/span> &#8216;Do you know? In the event of a crisis or crisis, life insurance provides many times more financial support than any other ordinary savings. \u2019<\/p>\n<p><span style=\"color: #0000ff\"> {{TAG_OPEN_strong_147}<\/strong><\/span><\/p>\n<p>} for older or older customers<\/p>\n<p>Don&#8217;t say <span style=\"color: #0000ff\">: <\/span> &#8216;Get old age insurance, it works for a pension.&#8217; \u2019<\/p>\n<p><span style=\"color: #0000ff\"> Ask: <\/span> &#8220;How do you plan to manage in the future if you need a large hospital expense or pension?&#8221; <\/p>\n<p><span style=\"color: #0000ff\"> <strong>Conclusion<\/strong><\/span><\/p>\n<p>1. Do not memorize the questions: The questions given above are only samples. According to the background, age and environment of the customer, the question should be immediately created in your own words. <\/p>\n<p>2. Ask a counter-question: Extract another relevant question from the customer&#8217;s answer. This enlivens the conversation. <\/p>\n<p>3. Identification of Needs: The main purpose of asking questions is to understand the customer&#8217;s real needs and to present an appropriate insurance plan accordingly. <\/p>\n<p>If you can ask the right questions, the customer himself will feel the need for insurance and the sales process will be much smoother. <\/p>\n<p><span style=\"color: #0000ff\"> <strong> <em> (The writer is Head of Training Department of IME Life Insurance Company) )<\/em><\/strong><\/span><\/p>\n","protected":false},"excerpt":{"rendered":"<p>Sunil Kumar Acharya } While working in the life insurance sector, we often make a big mistake \u2013 as soon as we meet the potential customer, we start directly explaining the features and benefits of the insurance plan without establishing a good relationship. This makes the customer defensive in the beginning and we often fail [&hellip;]<\/p>\n","protected":false},"author":16,"featured_media":315645,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[45057,45031,45159,45156],"tags":[],"class_list":["post-320164","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-abhikarta-en","category-banner-news-en","category-news-en","category-blog-en"],"acf":[],"_links":{"self":[{"href":"https:\/\/english.insurancekhabar.com\/ikbrapi\/wp\/v2\/posts\/320164","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/english.insurancekhabar.com\/ikbrapi\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/english.insurancekhabar.com\/ikbrapi\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/english.insurancekhabar.com\/ikbrapi\/wp\/v2\/users\/16"}],"replies":[{"embeddable":true,"href":"https:\/\/english.insurancekhabar.com\/ikbrapi\/wp\/v2\/comments?post=320164"}],"version-history":[{"count":1,"href":"https:\/\/english.insurancekhabar.com\/ikbrapi\/wp\/v2\/posts\/320164\/revisions"}],"predecessor-version":[{"id":320165,"href":"https:\/\/english.insurancekhabar.com\/ikbrapi\/wp\/v2\/posts\/320164\/revisions\/320165"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/english.insurancekhabar.com\/ikbrapi\/wp\/v2\/media\/315645"}],"wp:attachment":[{"href":"https:\/\/english.insurancekhabar.com\/ikbrapi\/wp\/v2\/media?parent=320164"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/english.insurancekhabar.com\/ikbrapi\/wp\/v2\/categories?post=320164"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/english.insurancekhabar.com\/ikbrapi\/wp\/v2\/tags?post=320164"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}