|
How to Close ‘9 Out Of
10’ Life Insurance Prospects You Meet With.
Dear ~Contact.FirstName~,
What if you could consistently 'close
9 out of 10' life insurance prospects you meet with?
How many new prospects would you need each
week, if almost all of them decided to buy on the second sales call? Wouldn't
you need fewer prospects?
Are you thinking that closing 9 out of 10
life insurance prospects you meet with is impossible? Or, are you thinking that
you have to be a pushy salesperson to close 9 out of 10 people? Think again!
Consider This! Rich or poor,
doesn't everyone you meet with have one or more financial problems they would
like help with in solving? (Income taxes, safe money, debt reduction,
retirement, wealth transfer, income replacement and more)
Isn't their biggest concern finding
someone they can actually trust! Someone, that they really believe is working in
their best interests, and is not just there trying to make a life insurance
sale?
Would you like that person... to be you?
If you want to be the financial advisor
people want to see and start closing 9 out of 10 life insurance
prospects you meet with, then you must learn the Art of Consultative Selling!
Consultative Selling is one of the most important, least learned, and
least practiced sales skills today. It’s the ability to conduct a good, thorough
fact-finding interview.
A good, thorough fact-find is much more
than asking some simple questions to identify a few pertinent facts and
concerns, so that you can make a quick sale. It’s asking the tough emotional
questions to guide your prospect to self-discovery of their own financial
concerns and problems. It’s helping your prospect to get emotionally involved in
the entire sales process. It’s helping them feel the real pain of their current
situation, so they want to do something about it, right now, to alleviate that
pain.
"Consultative
Selling is the ability to see the customer’s
problems from the customer’s own viewpoint!"
Charles Francis, 1917
Consider people don’t always do or buy
what they need. Logically, we may know we need to lose weight, quit smoking,
save for retirement or pay off our credit cards. But, do we do it? NO! We put it
off until we have no other choice, because it’s causing us unbearable pain. Only
when the pain becomes too great to live with, will we decide to do
something about it.
"Top producers realize
that their primary responsibility is to help
clients identify, define and achieve their goals. They actively try
to help clients get what the client wants and needs."
Steve Drozdeck, The 2%
Differential - The Difference That Makes The Difference
However, Consultative Selling goes
far beyond asking questions to guide people to self-discovery of their own
financial concerns, there's an even deeper reason. Consultative Selling
is being genuinely engaged in asking - and listening beyond a sale motive - to
take the conversation, and the relationship, to another place. You become their
partner in solving their problems, because you cared enough to ask questions
beyond the obvious. You cared enough to ask, and did not assume that financial
security means the same for everyone. You cared enough to ask what's
r-e-a-l-l-y important to them. Rather than do what everybody does - push
product. Consultative Selling helps you build rapport and trust, which enables
you to close more life insurance sales, close larger life insurance sales,
generate repeat sales, and gather referrals.
"Long-term sales
success is no longer about communicating the
value of a product or service! (Features and Benefits) It’s about
your ability to provide value added service for your clients!"
Consultative Selling starts with the first
‘face to face’ meeting. And, it doesn’t matter how or why you got the
appointment. It could be for something as simple as discussing mortgage
insurance, Medicare supplements, or final expense policies. Or, maybe they
agreed to meet with you after they’ve attended one of your workshops or
seminars. No matter why they agreed to see you... You must conduct a good,
thorough fact-finding interview, if you want to close 9 out of 10 life insurance
prospects you meet with!
"Consultative
Selling is a non-manipulative process that focuses
on clearly defining a client’s needs and objectives and securing
agreement that they should be addressed. In traditional selling,
on the other hand, the emphasis is on the product."
John E. Graziano and
Patrick Flanagan... Explore the Art of Consultative Selling
Summary
Consultative Selling, the ability to conduct a good, thorough
fact-finding interview, is what enables the Top Producers to consistently earn
$250,000, $500,000 or more each year selling life insurance. It’s why they are
able to... consistently close ‘9 Out Of 10' life insurance prospects they
meet with. It’s why they close larger life insurance sales and get more repeat
business. It’s why they are able to work with fewer prospects. And, it’s why
they get more referrals and spend less time and money prospecting!
Is Consultative Selling easy to
learn? Actually it is very easy to learn! If you take the time to get some
training!
In every one of our systems, our live
training events, our private ‘Members Only’ web site and the one-on-one
coaching, we focus a lot of time and effort on helping agents to get better at
conducting a good, thorough fact-finding interview.
It’s why the new insurance agents we train
are able to consistently earn $15,000 or more per month, within just a few
months of investing in our
Fast Start
Mortgage Insurance Tool Kit™, with our
How To Close ‘9 Out Of
10’™ Insurance Sales DVDs.
It’s the reason why established financial
advisors are able to generate $30,000 of life insurance premiums per month,
within a few months of investing in our
Found Money Management™ Tool Kit, with our
How To Close ‘9 Out Of
10’™ Insurance Sales DVDs.
It’s why ‘MDRT’ Top of the Table Producers
are doubling and tripling their production, after attending our
Trusted Advisor Success
Training 2 day, live event.
Jeremy & Alex
'The 9 Out Of 10 Guys'
Marketing and Sales Coaches
_____________________
We are here to help you, please drop us a
comment on our blog or
visit our Facebook page! |
