Anthony Ruggeri (NJ) on Blogger: Sales Methods That Improve Closing Ratios

Sunday, March 3, 2019

Sales Methods That Improve Closing Ratios

The program manager of claims at Armour Risk Management Ltd., Berlin, NJ, resident Anthony Ruggeri has been working in the insurance sector for more than three decades. Throughout that time, Anthony Ruggeri of NJ has become skillful in increasing insurance production, reducing average claim payment, and improving closing ratios.

In sales, the closing ratio refers to the number of closed sales divided by the number of presentations given. Following are several ways salespeople in any field can improve their closing ratio:

- Ask the right questions. Successfully closing a sale relies heavily on salespeople knowing their potential customers well. This means that they should not only be aware of their customers’ desires, but also know which details will appeal most to customers and which approach is the most effective. Having this knowledge helps salespeople target their presentations and questions to suit each individual rather than having a set of specific questions they ask everyone. It also helps salespeople guide customers to the conclusion that they need the product being offered.

- Tell a story. Stories are a great way to help sales prospects remember more of what a salesperson tells them. Considering many people forget about 75 percent of what is pitched to them within 24 hours, this tool can be invaluable to salespeople. Instead of focusing solely on facts, figures, and other details of a product or service, salespeople should show examples of how their product or service helped different customers.

- Give fewer options. People often equate more options with greater freedom. Unfortunately, having a lot of options does not always lead to more sales. The reason for this is because people automatically begin searching for a balance between value and price of the product or service they are planning to purchase. When there are more options, this analysis requires more time to complete. When it comes to insurance and other products that can be put off, people may decide that spending the time analyzing their plethora of options isn’t worth it.

About Anthony Ruggeri

A graduate of Rowan University in NJ, insurance professional Anthony Ruggeri belonged to the debate team and served as the president of the Forensics Society while completing his bachelor of arts in communications. Since receiving his undergraduate degree, Anthony Ruggeri has completed graduate education in business at Thomas Edison State University in Trenton, NJ, and has received multiple certifications from the Insurance Institute of America.

Ruggeri began his insurance career in 1984 as a claims adjuster at Crawford and Company, a role in which he gained experience handling claims from across the insurance sector. He furthered his knowledge in this area in his next position as a claims supervisor and manager for the CNA/Continental Insurance Company. During his nearly decade-long tenure with CNA, he maintained a closing ratio of greater than 95 percent and was selected to serve on the firm’s Home Office Re-engineering team.

Since that time, Anthony Ruggeri has held claims management positions with insurance companies such as the Legion Insurance Company, GAB Robins North America, Inc., and the Farm Family Insurance Company. He draws on this experience in his current role as a claims program manager for Armour Insurance Group in Philadelphia, where he leads a team of supervisors and agents who handle general liability, auto, litigated and non-litigated property, and other claims throughout the United States.