This is an excellent article.
Four little words can increase your per-group revenue - Articles - Employee Benefit Adviser
This approach works because I have used it. When I was working for AI we sold small amount of mostly Life, Accident, and Cancer coverage. I was taught to present our main package on every appointment and was forbidden to present the cancer policy unless I had presented the other package first.
This was how I was taught to sell the Cancer Policy. After I had made my main presentation and had either not made a sale or had made a sale I was to stand up and to begin saying my goodbyes. After I had gather up my stuff and was heading out the door I was to stop and say "Oh by the way" or "I had almost forgot" and then I presented the cancer coverage.
This approach worked. Because they prospect thought the presentation was over they had decreased their sales guard position. This approached seemed natural and didn't appear to be a canned sales presentation. It WORKED and it paid my gas!
Four little words can increase your per-group revenue - Articles - Employee Benefit Adviser
This approach works because I have used it. When I was working for AI we sold small amount of mostly Life, Accident, and Cancer coverage. I was taught to present our main package on every appointment and was forbidden to present the cancer policy unless I had presented the other package first.
This was how I was taught to sell the Cancer Policy. After I had made my main presentation and had either not made a sale or had made a sale I was to stand up and to begin saying my goodbyes. After I had gather up my stuff and was heading out the door I was to stop and say "Oh by the way" or "I had almost forgot" and then I presented the cancer coverage.
This approach worked. Because they prospect thought the presentation was over they had decreased their sales guard position. This approached seemed natural and didn't appear to be a canned sales presentation. It WORKED and it paid my gas!
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