Roger Chan
New Member
- 18
We all know about the desperate salesman who wreaks of commission breath. These are usually the types who are trying to steer the interaction in the way that will benefit the salesperson and not the consumer. Whether you're walking into a car dealership, Best Buy, or walking past a cell phone kiosk at the mall, you can usually sense them on your radar from a mile away.
Our clients are very much the same way in the sense that they can smell uncertainty, confidence, or the genuine willingness to help. One of the most common things I hear from agents coming out of a house without a sale is that the client had the worst product/policy/premium, etc. They either were too stupid or too cheap to see the benefit of more face value or lower premiums.
Educating the client on what they qualify is only one part of the equation (telling). Asking them what they value and what is important to them is when deals get closed. There is nothing more powerful or has more impact on a client's buying decision than when the words come out of their own mouth. Instead of "With this company you will get 5000 more benefit for the same price!" rephrasing it into a question that directs the client to affirm their decision with their own words verbally has a lot more impact. "Mary, I have illustrated 2 scenarios here for you. A: 10,000 for $60/mo and B: 15,000 for $60/mo. Which one of these makes more sense to you?
This can work with any objection as well:
"I'm all set, I don't want to change anything I already have."
The "telling" salesman reply: Okay, well these rates are only good for today and you may not qualify with your health if something happens to you before I come back!
The "asking" salesman reply: Sure of course, but Mary, if there was a program out there that you wouldn't have to pay anything additional for, but get more benefit...would you care about that?
Getting the words to come out of their own mouth has a lot more impact than coming out of your mouth.
Will you always get the sale? Of course not. Will it help increase your percentage of closing? You bet it will.
Our clients are very much the same way in the sense that they can smell uncertainty, confidence, or the genuine willingness to help. One of the most common things I hear from agents coming out of a house without a sale is that the client had the worst product/policy/premium, etc. They either were too stupid or too cheap to see the benefit of more face value or lower premiums.
Educating the client on what they qualify is only one part of the equation (telling). Asking them what they value and what is important to them is when deals get closed. There is nothing more powerful or has more impact on a client's buying decision than when the words come out of their own mouth. Instead of "With this company you will get 5000 more benefit for the same price!" rephrasing it into a question that directs the client to affirm their decision with their own words verbally has a lot more impact. "Mary, I have illustrated 2 scenarios here for you. A: 10,000 for $60/mo and B: 15,000 for $60/mo. Which one of these makes more sense to you?
This can work with any objection as well:
"I'm all set, I don't want to change anything I already have."
The "telling" salesman reply: Okay, well these rates are only good for today and you may not qualify with your health if something happens to you before I come back!
The "asking" salesman reply: Sure of course, but Mary, if there was a program out there that you wouldn't have to pay anything additional for, but get more benefit...would you care about that?
Getting the words to come out of their own mouth has a lot more impact than coming out of your mouth.
Will you always get the sale? Of course not. Will it help increase your percentage of closing? You bet it will.
