A sales job is already difficult in itself, and selling an intangible product such as insurance is even more challenging. It’s definitely something that someone new to the field should shy away from, at least until they acquire more experience. How does one sell an expensive product that people can’t even see or hold? And while it seems challenging, a lot of people have made a career out of selling insurance.

There’s no one answer to this question. Regardless of the type of insurance you sell, you have to mix different strategies to get customers to trust you. Fortunately, the road to a successful career is simpler than you think. You’d be surprised at how far common sense and a little preparation can get you. Here are a few sales tips to get you started.

1. Dress the part

One of the most important sales tips is also one of the easiest to do: you need to dress the part. Whether you’re selling oranges or apartments, your power comes from trust and credibility. You want customers to feel that they can trust you, making it easier for you to close a sale. What you wear and how you wear them show the kind of person you are.

At the very least, your appearance must convey business and professionalism. When selling an intangible product, you must come off as knowledgeable and competent, and business wear will lend you some credibility.

2. Watch your language

Appearances are everything, and how you speak may determine whether you can close a sale. For starters, always speak in full sentences and use business vocabulary. Avoid informal language (also known as slang) as much as possible. You don’t want to come off as unprofessional, and using language that’s best left in social media can put off some customers.

Even the words you use can help advance your career. Always frame your statements in a positive light, even if the topic is heavy or problematic. You’ll find more success in your career if your customers enjoy talking with you.

3. Find common ground with your clients

One of the best ways to build rapport with your clients is to establish commonality. Your customers will let their guard down if you share something in common. Let’s say you’re new to the game, but your client is someone substantially older. Just because you’re separated by a few decades doesn’t mean you can’t bridge the generational gap. Maybe you like the same athletes or go to the same spots.

If you strive to find common ground with your prospects, you can build a stronger relationship that may prove fruitful for you in the years to come. Just make sure that your conversations don’t come off as forced or contrived. You might permanently put off a client if they feel that you’re inauthentic.

4. Listen and learn

Talent in sales isn’t something innate. It’s developed over years of hard work and collaboration. Make sure to listen and learn from your colleagues, especially those who have spent decades in this profession. Even someone who isn’t good with technology may teach you something crucial to the trade. Veterans know all the tricks of the trade, and you stand to benefit just by talking to them and absorbing what they tell you.

Of course, that doesn’t mean that you shouldn’t listen to scrappy novices. The world of sales is constantly transformed by new blood, and you can learn new tricks by partnering with tech-savvy agents. Some have even started insurance websites to help boost sales and conversions.

A final word

These four tips will help you become a stronger and more proficient insurance agent. We all have to start somewhere, and learning new techniques can give us the boost we need to get better at the game.