People need to remember you as a knowledgeable salesperson
Selling insurance is a long-term endeavour in which gaining the client’s trust is essential. For young people interested in a career in sales, my advice is to recognise and understand that insurance sales is not about quick wins—it’s a long-term commitment.
I’ve been working in sales for quite some time now, and I’ve learned that you can never have too much knowledge. Being well-informed gives you greater confidence during sales conversations and helps you respond effectively to client objections. With the right knowledge, you'll never be lost for words. You'll be able to answer every question professionally and with confidence.
But in order to succeed, it’s important to prepare thoroughly for every sales meeting, plan carefully, and stay well organised. Above all, continuous learning is crucial. As someone with extensive experience in sales, I’m now less present in the field and more often found on the training stage. However, given the current prevalence of coronavirus, the training sessions I deliver are mostly held online. Still, I believe the time will come again when we can meet in person.
Continuous learning is the key to success
The work I do is certainly dynamic and creative. Workshop content is carefully targeted and tailored to the specific needs of each sales group, particularly when challenges arise in selling life insurance. In this, my years of field experience are invaluable—especially the past ten years, during which I worked as an independent financial adviser specialising in life insurance.
I deliver my sessions in “my own style”—blending expertise with practical examples and linking them back to sales content. My delivery is simple, clear and always filled with motivational energy. As someone who is naturally honest, talkative, full of ideas and positively minded, I tend to find a solution to every challenge.
The various situations and obstacles I’ve faced while working directly with clients have helped me better understand how salespeople think and view life insurance sales. I never speak in vague terms—I always provide reasoning and evidence to support my solutions. That’s something my colleagues appreciate the most.
Most clients are unfamiliar with insurance products and unsure of what type of cover they actually need. That’s why I always took on the role of adviser in client meetings—engaging in conversation to understand their needs and then recommending the most suitable insurance policy accordingly. If a client was interested in saving, I would explain the benefits of investing with Triglav Funds in a clear and accessible way, and I’d suggest an investment strategy aligned with their risk profile and saving goals. I never made vague claims about expected returns—I supported everything with real data, such as ten-year return tables. I always recommended the kind of insurance I would choose for myself—and clients truly valued that level of honesty and integrity.
Active participation is key in training workshops
Another benefit of our sales training workshops is the mutual trust and active engagement of participants.
The most proactive sales workshops are those held in smaller groups of around 15 participants, where everyone is actively involved in the discussion. One such example is a targeted workshop focused on addressing maturity events through real-life case studies. The most crucial element is preparation for a specific maturity scenario, during which we work with sales staff to identify the client’s profile—what life stage they are in, their lifestyle, employment status and so on. These are the foundations we use to jointly explore different solutions and identify sales opportunities related to the maturity of the policy. I demonstrate how I personally conduct a sales conversation, what types of questions I ask the client, how I respond to objections, how I present the benefits of the policy at maturity—often illustrating them visually—and which sales tools I use, among other things.
The life insurance sales process is complex—it requires time for an in-depth discussion about the client’s needs and desires, as well as a clear explanation of the advantages and benefits of the insurance product. That’s why face-to-face conversations tend to be more relaxed and persuasive.
When in-person meetings aren’t possible, we conduct sales talks via Microsoft Teams, which allows us to see the client and share visual materials on-screen that highlight the benefits of the policy.
Thorough preparation is key
Remote insurance sales are becoming increasingly important—especially for clients who regularly use online platforms. As sales professionals, we mustn’t fall behind in the knowledge and skills required for this type of engagement.
The only way to develop and strengthen these skills is through regular practice—simulating remote sales conversations until we become confident and effective. This not only improves performance but also saves time, as travelling to meet clients is no longer necessary.
Barbara Cimerman is the manager at the Sales Training Department at Zavarovalnica Triglav.
