Why
Learning To Become A Great Questioner And Listener Is Critical
To Your Sales Success!
What is the #1 problem 90% of the agents will
tell you they have today? Isn’t it
finding enough prospects? Is that your biggest problem?
How
about we take a few minutes to analyze the problem?
There
are two basic approaches to prospecting for life insurance
sales…
The
first way, which is what 90% of the agents do, is trying to find
the few people that need and want our products and services
right now.
The
second way, which is what the top producers do, is
identifying
the people who need our products and services, and then helping
them to want them right now.
How
many people in your community actually know they need life
insurance and really want to buy it right now? How much time,
effort, and money are you spending trying to find those few
people?
How
many more people are there, in your community, that know they
need life insurance, but aren’t considering buying it right now?
So, is
the problem really that you don’t have enough prospects to talk
to?
Aren’t
there literally thousands of people in your local community who
really need the products and services you offer?
Is the
real problem that your current appointment scripts only work
with the few people you find, who are already thinking about
buying life insurance?
What
if you knew what to say, and what questions to ask to get
people who are NOT thinking about buying life insurance, to
recognize and agree they have a problem? so, now they are willing to
consider purchasing life insurance, and they will want to
set an appointment with you!
If you want to set an appointment with a high percentage of the
people you talk to, then don’t they need a good reason to meet
with you! You must help them to see they have a problem,
and that you can help them to solve that problem.
Albert Gray, in 'The
Common Denominator of Success' put it this way; "Any
successful life insurance salesman will tell you that it is
easier to sell life insurance to people who don't want it, than
it is to find people who do want it, but if you have not
deliberately formed the habit of prospecting for needs,
regardless of wants, then unconsciously you have formed the
habit of limiting your prospecting to people who want life
insurance and therein lies the one and only real reason for lack
of prospects."
Consider the following…
How
many salespeople are calling you every week?
Do you
have the time to talk to and then meet with every salesperson
that calls you, on the off chance they may have something that
you need and/or want? You don't and your prospects don't!
When a
salesperson calls us, we don't have the time to talk to them on
the phone, let alone take 20 minutes or more out of our day to
meet with them, unless that person can give us a real good
reason… WIIFM (What’s In It For Me!)
When
most agents call, they will introduce themselves and TELL
you that they would like to meet with you to review your
policies and/or save you some money. Or, they have a great new
idea they would like to share with you. Or, they have some
fabulous new investment that will make you a millionaire in
retirement.
I
don't know about you, but meeting with a salesperson, on the off
chance they may be able to save me $10, or for me to spend money
on some hot new investment or idea that I can't afford, is a
waste of my very precious time.
However, if a salesperson calls me, introduces themselves, gives
me a quick idea of what they do, and asks permission to ask me
some questions, then I might give them a few seconds of my time…
Then, if I agree it's really important, I will meet with them.
Here
are a few basic, proven prospecting scripts, using questions to
help people see they have a problem, so they will come to their
own conclusion that they need to meet with you.
Example:
Mr. Nason, this is Jim Smith of Homeowner
Services. The reason I'm calling is we specialize in helping
Martin County families to pay off their home 5 to 10 years early
without sacrificing their current life style or income tax
deductions.
Agent: And, if I may,
I'd like to ask you a few questions?
Prospect: “Ok”
Agent: “If I May ask,
do you currently have a mortgage on your home?”
Prospect: “Yes”
Agent: “Again, if I may
ask, if something were to happen to you or your wife tomorrow,
do you have mortgage insurance that would pay off your home for
your family?”
Prospect: “No.”
(If
yes… Agent: Great, how much do you have? Ask more questions and
have a conversation about how much life insurance they actually
need.
Agent: “How do you feel
about that?”
Prospect: “I never
really thought about it?”
Agent: “Well, let me
ask you what would happen if your family lost your income? Could
they keep the home?”
Prospect: “No”
Agent: “So, what would
they have to do?”
Objections…
Prospect: “My wife
would just have to go back to work.” (“My wife would get
remarried.” “My wife could just move back in with her family.”)
Agent: “Is that what
you want to happen?”
Have a real conversation, ask questions, and get them to tell
you what would happen and what they really want to happen.
Prospect: “But, I can’t
afford it right now.”
Agent: “I understand,
none of us has any extra money, but you do you feel that
protecting your family is important?”
Prospect: “Yes.”
Agent: “If I could show
you how to protect your family and pay off your mortgage 5 to 10
years early without spending any additional money out of your
pocket, would it be worth 40 minutes of your time, to sit down
and talk about it?”
Prospect: “Yes”
Agent: “Sounds like we
should get together and talk. When would be a good time to get
together with you and your wife? How about next Tuesday at 4 PM,
or would Thursday at 6 PM be better?”
Example:
Mr. Nason, this is Jim Smith of Retirement Resource
Management. The reason I'm calling is we specialize in showing
Martin County residents how to have the retirement of their
dreams, without sacrificing their current life style. And, if I
may, I'd like to ask you a few questions?
Agent: “If I may ask,
are you currently saving for retirement?”
Prospect: “No.”
Agent: “How do you feel
about that?”
Prospect: “I know I
need to save for retirement. But I can’t afford it right now.”
Agent: “I understand,
none of us has any extra money. But, you do you feel that saving
for retirement is important?”
Prospect: “Of course.”
Ask
more questions and have a conversation to get the prospect to
tell you what will happen in retirement if they don’t start
saving now. Or, what they want to do in retirement
Example:
Mr. Nason, this is Jim Smith of Retirement
Resource Management. The reason I'm calling is we specialize in
helping Martin County retirees to protect their retirement
income, home and assets from the devastating costs of Nursing
Home Care. And, we help them stay at home, for as long as
possible, if Long Term Care is ever needed.
Agent: “And, if I may
ask, do you currently have a plan to take care of your spouse,
plus protect your income, home and hard earned money if either
of you ever need long term care?
Summary
If you
want to make rock solid appointments, then ask questions and
talk about the problems people are facing today and be very
specific on how they will benefit by meeting with you right now.
Always remember, to make prospecting even easier, to set lots of
appointments, you must be calling your ideal prospects for that
product or service. And preferably the people that already know
you!
Are you ready to
learn the
questioning skills you need to
take your career to new heights?
Then isn't it time for you to invest in our
How To
Close '9
Out Of 10' Sales By
Asking The 'Right' Questions...
Advanced
Prospecting and Fact-finding Skills Video and Audio Training?
Jeremy and Lew
Nason
Trainers, Coaches & Mentors
'The 9 Out Of 10
Guys'
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