How To Quickly Increase
Your Life Insurance Sales Appointments!
Dear ~Contact.FirstName~,
First, in
case you haven't noticed, nobody really wants to meet with a
‘pushy’ insurance
salesperson, even when they know they need the
product or service you are offering! And, even when they have
requested more information! They are all afraid they will be
pushed into buying something they don’t need or want. Or, they
are afraid they will be pushed into spending more money than
they want to spend!
Second, most
people make the assumption that all life insurance policies are
pretty much alike, so to them it makes perfect sense to just
pick the least expensive one. That’s why they’ll give you
objections to the appointment, like… “I’m too busy right
now!” “We don’t have the money!” “I just want the
cheapest policy!” “Just send me a quote?” These
objections are a natural part of the selling process, and they
are really just an opportunity for you to help people to see how
valuable your service is.
If you want to set
more and better sales appointments, then you’ll have to learn
how to get past these typical objections to the appointment! You
must focus on helping your prospects to see the problems they
face and then help them to see how they’ll benefit by meeting
with you. You must be able to differentiate yourself from the
rest of the agents who are calling them. And, it’s not going to
happen by focusing on your products, price, investment returns
or your credentials.
You must help your
prospects to see ‘why’ they should meet with you, how
they will benefit! If your prospect does not see they have a
problem, or truly understand the depth of their problem, then
why should they waste their time meeting with you?
Example:
Objection…
“I’m too busy right now! Can you just send me a quote?”
Agents
Response… “Mr. Prospect, I think I understand. We are all
busy, and no one wants to meet with a pushy sales person, right?
And, I could send you a quote. However, am I correct in assuming
you want the best value for your dollar?
Prospect…
“That’s Correct.”
Agent…
"Mr. Prospect, I’m a little different from most of the other
agents you’ll meet. I want to help you and make sure you get the
best policy for you and your family. There are literally
hundreds of companies and policies for you to choose from, with
all sorts of options. And, without knowing the details of your
situation, I’m not sure what’s the best value for you, or what
you’ll actually qualify for. So, if I could, I would like to
meet with you and your spouse, in person, to go over your
options, to make sure you get the best policy and value for your
situation. Does that make sense?
Prospect…
“I guess so.”
Agent…
“Mr. Prospect, if I could show you how to get the policy you
need and want to protect your family, without taking any
additional money out of your pocket, or changing your current
life style, would it be worth 20 minutes of your time to get
together and talk about it?”
Prospect…
“OK.”
Agent…
“What’s the best day for us to meet?”
Overcoming the
objection to the appointment is your… first sale to the
prospect! And, it requires you to learn a presentation, just
like you do for any sales call. You wouldn’t go into a sales
appointment unprepared, would you?
What you’ll want to
do is write down the most common objections you hear, on the
phone and in person. Then, you’ll want to think about what you
will say to overcome those objections and write them down.
You’ll want to practice them; know them by heart; and learn them
so well that you never have to think about them while you’re
trying to set the appointment. And, they will just become second
nature. By doing this, you are prepared to sell the
appointment, which gives you a better chance of setting the
appointment.
When you know what
to say to sell the appointment, you practice it, and you get
good at it, you can set appointments with ‘9 out of 10’ of the
leads you get. Remember, the reason these people responded and
asked for more information is because they know they need help.
If you want to set
an appointment, then you just have to give them a good reason to
choose you!
_____________________
Now, it’s up to
you… You can experiment, trying to develop your own scripts
to overcome the objections to the appointment… and the sale! Or,
you can invest in our
How To Close '9 Out Of 10'™ Sales By Asking The 'Right'
Questions... Training Videos! It’s The Quickest &
Easiest Way To Increase Your Sales Appointments… And Your
Sales!
Yours In
Success,
Jeremy Nason and Lew Nason
'The Nine Out Of Ten Guys'
________________________
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