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Who Made
The Sale On Your Last Appointment?
On each sales presentation a sale is made. The
question becomes: Were you, the professional insurance agent, the buyer
or the seller?
Any lead or prospect is an opportunity and, if they
are well qualified, should be considered a potential sale. When you
contact them to make an appointment you should ALWAYS assume that they
recognize the need for your product. It is very rare for anyone to
invite you into their home if they are not seriously interested in what
you are offering. As such, you should be entering their home with the
confidence of someone who is expecting to make a sale and; as long as
you show them a product that will meet their needs, that they can
afford, they are comfortable with you, and you are properly prepared to
handle any objections you might encounter, that is exactly what should
happen.
For more explanations and scripts on making an
effective presentation, overcoming objections, and closing sales; visit
www.LifeLeads.net.
On many appointments, the moment you pass through
the front door a sometimes subtle, and occasionally not so subtle, dance
of body language and words that say one thing but mean another begins.
Most human beings try to avoid confrontation and do not like to offend
others. Thus when placed in situations where they may feel uncertain
and/or uncomfortable they communicate with words they believe someone
might want to hear instead of what they are really thinking. How often
have you been asked: What do you think of this (thing I am doing or
wearing)? If you believe you might offend someone with what you are
REALLY thinking, you might tell them what you THINK they might want to
hear.
This is fine in preserving social pleasantries;
however, it can end the career of a sales person who does not know how
to interpret this dance and the real thoughts and concerns of their
prospects. There are three important rules to remember in any closing
situation:
1.
RELAX! If you are properly prepared you can handle this.
2.
You are the professional closer, not them.
3.
If they are still talking to you, they are still interested.
Regardless of what objection (excuse) your prospect
gives you for not wanting to yes right now it is important for you to
remember that they went through a number of steps to cause you to be
sitting with them at that point. They spent a moment to review the mail
you sent them, they completed the return piece, they placed that
envelope in the mail, they agreed to take time out from their day to
invite you into their home, and they kept the appointment. You should
accept the fact that there are very few people that would do all those
things because they enjoy your company instead of having a real interest
in what you are offering.
Right now you are probably thinking “What you are
saying sounds good but when I asked for the sale they said (fill in the
objection)”. Read what follows slowly and carefully: Regardless of what
they are telling you there are only two REAL objections; (1) they are
afraid of making a commitment, and (2) they don’t trust you. The first
you can deal with and the other is a condition that you cannot
overcome. All of the common objections you have heard, or will ever
hear, including “We want to think about it”, “We won’t sign any thing
tonight”, and “We want to shop around” among others, REALLY mean the two
conditions mentioned above. One can be dealt with easily and should
result in you closing that night; the other is a condition you may not
be able to overcome.
Your prospect’s fear of making a commitment should
evaporate as soon as you properly explain the “no obligation close”
which is available at
www.LifeLeads.net.
If the issue is trusting you, it might be time to
say good night. This condition may have resulted from the manner in
which you presented yourself, a comment you made that was not related to
the presentation itself, too much or too little information about your
products, showing the most expensive product first, or something else
that upset your prospects. The best way to determine the root of the
problem is be direct and ask.
If they have declined your offer of the “no
obligation close” and refuse to set a date and time for you to return to
receive a yes or no answer, you must be realistic and accept that you
have about zero chance of EVER making a sale in that home as things now
stand. At that point you should ask: “I am confused; you are concerned
about making sure your family does not lose their home if either of you
die, correct? And you believe you can afford (which ever product they
told you they could in the no obligation close), correct? And you know
that applying to protect your family tonight will not obligate you until
you have had a chance to review the policy, correct? Then I don’t
understand why you seem so reluctant to get this process started, is it
me? Would you prefer that I ask one of my colleagues to contact you
instead of me?” This last question is probably not what they expect to
hear and, if it catches them off guard, will normally get you an honest
answer. Sometimes it will be the look in their eyes or their
hesitation. Regardless, if they do not IMMEDIATELY say it is not you,
assume that it is. If you hear this more than once a month you should
take a very hard look at how you are presenting yourself in the home.
In the end you will leave the home with one of
three results; (1) an application and first payment which equates a
sale, (2) a date and time to return for a yes or no answer or, (3) an
excuse. The first and second mean that you made the sale, the third
means that they did. Think about that when you review your commission
statement.
For more explanations and scripts on overcoming
objections and closing sales, visit
www.LifeLeads.net.
About The Author
Mr. Osman is the pen name of a nationally
recognized award winning life insurance Master General Agent and
consultant and has been developing life insurance leads and teaching
closing techniques for almost twenty five years. Contact him at
LifeLeads.net (605-362-2576) or at
eric@lifeleads.net.
Copyright Eric Osman © 7/10/06
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