by lifeagent911 » Tue Mar 10, 2009 07:00 pm
I want to share with you something that I feel with help you with your closing techniques and make more sales. Just try it.
I want you to play a game that I call “the closing game”.
Come up with every reason why a client should not buy what you are selling. Life, Health, or whatever and write them down. I want you to really think hard of every reason why a client should not buy whatever you are selling.
Examples:
I can’t afford this.
She can’t manage the checkbook, how will she handle the lump sum when I die.
My job already offers me insurance.
Why should I buy from you?
I need to go talk with my wife and husband before I buy this.
Let me think about this and I will get back to you on this.
You never want a client to ask you a question that you have not already thought about and have an answer for.
Next, I want you to over come each one of these objectives that you come up with. Write them down and learn them, until you can answer them within seconds.
Example:
She can’t manage the checkbook, how will she handle the lump sum when I die.
You may be right. How about we make it where she can’t blow the money. How about we give her a lump sum when you die of blank, and give her so much a month and then after so many years give her another lump sum. That way she can’t blow the money. You decide how much and how often the company will send her money. How about we give her $100,000 down to pay for the funeral and some bills and $1,000 a month for 20 years until the kids are gone and the house is paid offer and then another $100,000 in 20 years.
You can play with the numbers. I’m just showing you the point.
If you go ahead and think of every objective that they can come up with and have the answer ready, it will help you.
Sit down and play the “closing game”.
I want you to play a game that I call “the closing game”.
Come up with every reason why a client should not buy what you are selling. Life, Health, or whatever and write them down. I want you to really think hard of every reason why a client should not buy whatever you are selling.
Examples:
I can’t afford this.
She can’t manage the checkbook, how will she handle the lump sum when I die.
My job already offers me insurance.
Why should I buy from you?
I need to go talk with my wife and husband before I buy this.
Let me think about this and I will get back to you on this.
You never want a client to ask you a question that you have not already thought about and have an answer for.
Next, I want you to over come each one of these objectives that you come up with. Write them down and learn them, until you can answer them within seconds.
Example:
She can’t manage the checkbook, how will she handle the lump sum when I die.
You may be right. How about we make it where she can’t blow the money. How about we give her a lump sum when you die of blank, and give her so much a month and then after so many years give her another lump sum. That way she can’t blow the money. You decide how much and how often the company will send her money. How about we give her $100,000 down to pay for the funeral and some bills and $1,000 a month for 20 years until the kids are gone and the house is paid offer and then another $100,000 in 20 years.
You can play with the numbers. I’m just showing you the point.
If you go ahead and think of every objective that they can come up with and have the answer ready, it will help you.
Sit down and play the “closing game”.
Posted: Fri Mar 13, 2009 05:35 pm Post Subject:
I think that any profession should practice their skills, before trying anything. I agree with learning the answers to the clients questions, before they ask them. I want an insurance agents that knows the answer to my question without having to think about it.
Posted: Fri Mar 13, 2009 05:59 pm Post Subject: insurance
I agree with learning the answers to the clients questions, before they ask them.
Then,..how would you know what the client's concerns would be if they DON'T ask?Posted: Sat Mar 14, 2009 04:32 am Post Subject:
Hey I think you are missing the point here. None of the agents are saying that they are restricting the clients from asking questions. The clients won't come to know about their benefits if they don't ask questions. But I think the purpose of this discussion here is to find the ways to eliminate confusions from the client's mind regarding the need of coverage, which often eclipses the decision making process.
~Jeremy
Posted: Sat Mar 14, 2009 10:04 pm Post Subject:
I don't want to speak for Gary, but what I got out of his post was the following. A complete presentation, and a professional one, makes a very strong case including a problem and the solution. If a customer doesn't understand what they need and why they need it, then the agent has not done an adequate job explaining.
There will ALWAYS be questions...in fact I would be a little worried if I didn't have questions to answer. However, these questions are to cement the understanding into the client's head...they normally are not objections (unless the person doesn't see the need, doesn't have the money, or doesn't trust the agent).
Professionalism, unfortunately, has suffered a great decline in the last few years. Many attribute it to the fact that salespeople are becoming desperate for sales...and that they are now willing to substitute their own personal success for their integrity. I would challenge, however, that it could be more accurately attributed to the fact that more and more people are realizing how easy it is to take advantage of someone. This happens a lot in sales and gives professionals a bad name. I've said it before, and I'll say it again: I don't apologize for being an insurance agent...nor do I have a reason too. I act in the best interest of my client each and every time and if this means turning them away...then so be it. A commission, no matter how high, is simply not worth having to avoid people and wonder if you'll ever run into them in a restaurant, grocery store, etc.
There is a general lack of accountability in many different industries, one of them being insurance and finance, and the only way that this will change is for the public to demand it. Take a look at what's going on in the news...every day there is a new scam artist that gives all of the legitimate professionals a bad name. We simply have to work harder, show people what we're made of, and be able to show an excellent track record complete with great references.
Posted: Sun Mar 15, 2009 03:06 am Post Subject:
I have read some of sdchargersfan other post. She gets off on attacking insurance agents. I'm a member of one of the other forums, and her name came up there also. She got the most laughs of any post on the other forum where they link one of her post on here. Do a search and you will see all the agents laughing at her.
Posted: Sun Mar 15, 2009 12:55 pm Post Subject: insurance
A complete presentation, and a professional one
SOME Insurance Agents, on this forum, HAVE been professional in how their 'tactics' are done. However.......yes...those UNPROFESSIONAL ones are making a 'bad name' for other Insurance Agents.However, these questions are to cement the understanding into the client's head...they normally are not objections (unless the person doesn't see the need, doesn't have the money, or doesn't trust the agent).
If THIS is the case, ESPECIALLY if the client DOESN'T have the money OR doesn't trust the Agent, then the Agent needs to 'stop there'....some of the PAST posts DO suggest that the Agent DOESN'T 'stop there'. As I said before, CHRIS..........it's not ALL Insurance Agents that do this. If I'm ALREADY reading posts that are 'negative' ( tactics, etc.) and I feel 'uncomfortable' with JUST reading the posts, I SURELY WOULD NOT want to deal with the Agent who wrote them.Posted: Sun Mar 15, 2009 01:01 pm Post Subject: insurance
I have read some of sdchargersfan other post. She gets off on attacking insurance agents
If it 'is what it is', about SOME Insurance Agents (which is very sad and pathetic), don't you think people should know? At least my 'word' is 'getting around'.Posted: Sun Mar 15, 2009 01:05 pm Post Subject: insurance
[/quote]I'm a member of one of the other forums, and her name came up there also
I'm ALSO a Member on the other forums..of course my name would come up!!! And...............your point is.......?
Posted: Mon Apr 06, 2009 06:21 pm Post Subject:
I'm really great at setting appointments, but I'm having problems closing the sale. I'm not doing something right.
Can any of you give me any pointers or tell me anything.
Posted: Tue Apr 07, 2009 02:50 am Post Subject:
Overcoming an objection BEFORE it's stated in the form of an objection.
There are only four (4) objections.
ALL "other" stated objections are a derivative of one or more of the following core objections:
#1) No need.
#2) No hurry.
#3) No money.
#4) No confidence.
Gary is right. This is the absolute key to closing. If you address concerns before they are able to become an objection in a clients mind then you have won 90% of the battle.
sdchargersfan, I got your back. The market does have a lot of bad apples chasing paychecks instead of focusing on doing the right thing, which is the key to building a long term business.[/quote]
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