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How Current Events Affect
Tonight’s Presentation
Most
prospects know they need the protection that life insurance or
disability insurance provides; however, they are reluctant to spend time
thinking about death or incapacitation. Let’s face it, to most people,
that’s what life insurance or disability insurance means.
Obviously, if they are already thinking about someone’s sudden and
unexpected death or disablement, they are more willing to accept that
the same can happen to them. Current events, some that are in the
public domain and others that you need to learn from your prospect, may
cause your prospect to think about the unthinkable, which could cause
them to be more open to your suggestion of insurance protection.
Too
often, the headlines are full of stories about work or automobile
accidents, heart disease or cancer unexpectedly taking the young, or
potential threats that could affect your prospect. These stories are
about real people and families that have suffered or may suffer a
tragedy. If they were properly protected they may, in time, recover.
If; however, they believed “it can’t happen to them” their emotional
tragedy may become a disaster that they will never recover from.
The
challenge, of course, is how to share this with your prospect in a
dignified and sympathetic manner. Following these steps can be helpful:
·
Read the USA Today, your local paper, and/or the headline
section of your internet home page. Many of the stories published there
will be relevant to your prospects with the local ones being easiest for
your prospects to relate to.
·
Make copies of the stories so you can share them.
·
Ask your prospect if they had heard about the stories you
read.
·
Ask your prospects if they know of anyone that died or
became disabled unexpectedly, and how that affected that family’s
finances.
·
Ask your prospect how something like that might affect
them.
This
information is a tool that obtains the best results if it is used
properly: Read that as the right moment. Normally this is while
handling objections after you have asked for the sale. Too often your
prospect is living in the denial of “it can’t happen to us”. Your
gentile reminder that “yes it can” may make the difference as to whether
they take the steps necessary to assure that, if it does happen to them,
their family will be properly prepared.
A
common mistake is to bring it up during the presentation which can make
you look like you are trying to benefit from someone else’s loss.
The
most important aspect of making a sale, and the one most commonly
forgotten, is for the salesperson to assist the buyer in being able to
do what they really want to do. What has been described above will
allow your prospect to protect their family and themselves.
For
more sales tips visit
www.TheCloseDoctor.com
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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