Storytelling:

Challenge:

As an insurance salesperson I find that each person is a challenge with different priorities, beliefs  and interests. In this case I would like to talk about a situation that I had when selling life insurance.  My client contacted me to obtain more information about insurance coverage, but he was unsure  about buying it because it meant a large monthly expense for him. The first thing I had to do was  identify the reason why my client had been interested in obtaining this insurance from one moment  to the next, recognize the priorities he had at that moment and through these present him a solution  that could meet his expectations.

Selection:

After talking with my client for a while, I realized that the death of his cousin had put him in this  situation. When she died, she left her children without someone to take care of them and without  income. Upon learning about this case and how important the safety of the family members was for  my client in the event of his death or inability to continue generating income, I decided to opt for  the storytelling tool so that through this my client could learn about cases that I have had to deal  with in which the family of an insured person does not have to deal with financial problems in  addition to the death of their loved one and thus project his case on this possibility.

Application:

In order to generate empathy with my client and make him feel comfortable and understood. I  decided to tell him the story of a friend who lost his mother to cancer while he was in college. After  this loss he thought he was going to have to abandon his studies and work anywhere to be able to  survive and maybe in the future resume the career that he had abandoned. But thanks to the life  insurance that his mother had, he was able to finish his degree, obtain a professional degree and  get a better paycheck. After I told my client the story, I gave him a moment to think and asked him  what he would do in that situation. I was able to convince my client that his situation could be much  safer if he obtained life insurance because no one is exempt from illness or accidents.

Insight:

By applying this design thinking tool, I could see how my client had identified with the story I was  telling him and through it he projected a possible future for him, allowing the sale of the life  insurance to be possible. I was able to generate empathy with the situation my client was  experiencing in addition to creating a union between him and the company I work for, making him  understand that the two were going to work as a team for the same cause and thanks to this his  family would have no reason to go through difficulties in the event of his death.

Approach:

In the future I would like to continue applying the storytelling tool, but listening more to my clients  because by having more information about them I can tell a story in which in addition to them  feeling identified, they can feel like part of the company I work for and feel that they have a whole  group of insurers who are doing everything possible to reduce the risks they can take throughout  their lives. This will also allow me to introduce them to other insurances that they can buy in addition  to the one they are investigating because with more information from customers a greater variety  of products can be offered.


Storytelling : Challenge : As an insurance salesperson I find that each person is a challenge with different priorities , beliefs and interests . In this case I would like to talk about a situation that I had when selling life insurance . My client contacted me to obtain more information about insurance coverage , but he was unsure about buying it because it meant a large monthly expense for him . The first thing I had to do was identify the reason why my client had been interested in obtaining this insurance from one moment to the next , recognize the priorities he had at that moment and through these present him a solution that could meet his expectations . Selection : After talking with my client for a while , I realized that the death of his cousin had put him in this situation . When she died , she left her children without someone to take care of them and without income . Upon learning about this case and how important the safety of the family members was for my client in the event of his death or inability to continue generating income , I decided to opt for the storytelling tool so that through this my client could learn about cases that I have had to deal with in which the family of an insured person does not have to deal with financial problems in addition to the death of their loved one and thus project his case on this possibility . Application : In order to generate empathy with my client and make him feel comfortable and understood . I decided to tell him the story of a friend who lost his mother to cancer while he was in college . After this loss he thought he was going to have to abandon his studies and work anywhere to be able to survive and maybe in the future resume the career that he had abandoned . But thanks to the life insurance that his mother had , he was able to finish his degree , obtain a professional degree and get a better paycheck . After I told my client the story , I gave him a moment to think and asked him what he would do in that situation . I was able to convince my client that his situation could be much safer if he obtained life insurance because no one is exempt from illness or accidents . Insight : By applying this design thinking tool , I could see how my client had identified with the story I was telling him and through it he projected a possible future for him , allowing the sale of the life insurance to be possible . I was able to generate empathy with the situation my client was experiencing in addition to creating a union between him and the company I work for , making him understand that the two were going to work as a team for the same cause and thanks to this his family would have no reason to go through difficulties in the event of his death . Approach : In the future I would like to continue applying the storytelling tool , but listening more to my clients because by having more information about them I can tell a story in which in addition to them feeling identified , they can feel like part of the company I work for and feel that they have a whole group of insurers who are doing everything possible to reduce the risks they can take throughout their lives . This will also allow me to introduce them to other insurances that they can buy in addition to the one they are investigating because with more information from customers a greater variety of products can be offered .