The first secret to closing nine out of 10 salesArticle added by Lew Nason on June 14, 2012
Lew Nason

Lew Nason

Dallas, GA

Joined: October 13, 2006

My Company

Insurance Pro Shop

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Whether you are selling LTCI, life insurance, health insurance, cancer insurance, annuities, mutual funds or your financial planning services, there is a huge mistake that is keeping you from taking your career to the very top of the industry.

No matter what you are selling, if you want to close a higher percentage of your sales calls, there is a little insider secret known by the top producers that most insurance agents, financial advisors and financial planners don't know and may never find out. Whether you are selling LTCI, life insurance, health insurance, cancer insurance, annuities, mutual funds or your financial planning services, there is a huge mistake that is keeping you from taking your career to the very top of the industry. It’s the first key to closing 9 out of 10 sales appointments. It’s the key to closing much larger sales. It’s the key to people seeing you as a trusted advisor, rather than just a salesperson. It’s the key to a consistent flow of referrals.

Have I got your attention? So, what’s this little secret? Helping your prospects to identify and discuss their problems.

Most agents, advisors and planners believe they understand their prospect’s problems and that they have the solution. And, they probably do. However, what they don’t realize is that most of their prospects don’t fully understand the depth of the problems they face, and all of the consequences of not solving those problems today. And, until your prospect fully understands their problems and the consequences, solving those problems will continue to be a low priority.

If you want to close more sales, then you must get your prospects to talk about the problems they are facing. You must get them to tell themselves what will happen. You must have a real conversation with them to get them emotionally involved.

If you tell them they have a problem, then you are just a salesperson trying to make a sale, and they may or may not believe you. However, if you get them to tell themselves they have a problem, will they believe it? Yes! And, now they’ll see you as a trusted advisor that is helping them to get what they need and want for them and their family.

People buy based on emotions and justify their decisions based on logic.

Example: Wouldn't you agree that most people know they need life insurance? But, is it a priority? Do they want it today? No. Why? Because they believe they have plenty of time to get it. They feel they don’t have the money right now. They believe they have more pressing needs and wants.

Most agents, advisors and planners have a tendency to tell their prospects why they need life insurance, instead of asking questions to get them to discuss the consequences of not having the insurance they need. No one likes to be told they should, or must do something. Do you like to be told you must do this or do that?
Instead of telling your prospects why they need life insurance today, you must ask them questions to help them convince themselves that they need life insurance today.

Ask questions like:
    If you weren't here tomorrow and your family lost your income, what would happen?

    Could they keep their home?

    How would it change their lifestyle?

    Is that what you want to happen?

    Who would pay for your children to go to college if you weren’t there?”

    How do you feel about that?
Or, if they do have some life insurance, ask questions like:
    If you weren’t here tomorrow, how long would that money last?

    Then what would they do?

    Is that what you want to happen?”

    How do you feel about that?
Another example

Would you agree that most people know they need to save for the future? But, is it a priority? No. Why? Because they believe they have plenty of time to save. They feel they don’t have the money right now. They believe they have more pressing needs and wants.

If you want to help people to save more, then ask questions like:
    Are you planning on helping your children to pay for college?

    How much will it cost?

    How much have you saved so far?

    How do you feel about that?
Or, if you are talking about their retirement, you might ask:
    When would you like to retire?

    What would you like to do when you retire?

    Where would you like to go?

    How much income will you need when you retire?

    How long will you be retired?

    How much money will you need to generate that income?

    How much have you saved so far?

    How do you feel about that?
The more you get people to talk about their problems, concerns, needs and wants, the more emotionally involved they will become, and the more of a priority solving those problems, concerns, needs and wants will become

Do you want to start closing more sales appointments? Do you want to close much larger sales? Do you want people to see you as a trusted advisor, rather than just as a salesperson? Do you want to get a consistent flow of referrals? Then starting today, help your prospects to identify and discuss their problems.
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