How to CLOSE Almost Every Prospect

[rousemark]

Mah: You titled this "How to CLOSE Almost Every Prospect" so tell me, just how many prospects have you closed using this spiel?

This is an amazing article on prospecting and I wanted to share it with fellow agents/producers. The full link for the article is: ProducersWeb - Life - 2 insider secrets top advisors use to close more cash value life insurance sales

A simple example

Agent: “If I may ask, do you currently have a mortgage on your home?”

Prospect: “Yes, I do.”

Agent: “And, if I may ask, do you have insurance to pay off your home for your family, if something were to happen to you?”

Prospect: “No, I don’t.”

Agent: “How do you feel about that?”

Prospect: “I never thought about it.”

Agent: “Well, if something were to happen to you, and your family lost your income, what would happen? What would they do?”

Prospect: “I guess they would have to sell the house and move in with our parents.”

Agent: “Is that what you want them to have to do?”

Prospect: “No, but unfortunately I can’t do anything right now. I just can’t afford it.”

Agent: “I understand. But do you feel it’s important to have the home paid off for your family, if you weren’t there tomorrow?”

Prospect: “Yes, I do.”

Agent: “Well, if I could show you how to get the insurance you need to protect your family without taking any additional money out of your pocket and sacrificing your lifestyle, would you like to know how?”

Prospect: “Yes, I would.”

Can you see the difference? We’ve helped the prospect to identify and understand his problem and become emotionally involved. Now that the prospect understands and agrees he wants to solve the problem, we can work with him to come up with his own solutions.

Remember, no one likes to be sold. If you learn to ask questions and have a real conversation, to help the prospects to identify and understand their own problems, and then help them find their own solutions, you’ll close more sales. And, in many cases, it’ll be a much larger sale.

Good luck,
Mah

 

[jdeasy]

^^When I said basically what rouse just said it got moved to fight club.

 

[senior-advisor-indiana]

^^When I said basically what rouse just said it got moved to fight club.

Yeah but you said it with a shi tty look on your face...

 

[moonlightandmargaritas]

A simple example

Agent: “If I may ask, do you currently have a mortgage on your home?”

Prospect: “Yes, I do.”

Let's face facts: the problem most agents have is finding someone to do this to.

Agent: “Well, if I could show you how to get the insurance you need to protect your family without taking any additional money out of your pocket and sacrificing your lifestyle, would you like to know how?”

This paints you into a pretty serious corner - you better be able to deliver.

 

[Sam]

OK, here is the chronicle...and yes, I will move this as well as the other posts to the fight club into that other thread, after you all get a chance to read it.

Someone posted a link to an article on Prospecting. They were immediately jumped on with the fact that they should come back when they have sold a policy etc... there were a few other nasty and snide remarks made, that were deleted. There was then a discussion of why they were deleted, and some opined that they thought there was some context around which it made the nasty and snide comments acceptable.

I moved all the off-topic posts into fight club, because I thought that would be a better place to have that discussion. I didn't think that either LG or LT's posts were fighting words by any means, but I did hope to restore the thread to be just about the article, which included some legitimate posts that were criticisms of the ideas in the actual article.

My opinion is that if someone posts a link to an article that they like, and you don't think that they have the right to post something if they haven't lived up to the articles ambition, then you are in the wrong. Context is not relevant to that.

If someone posts something playing it off as if they have done it and that's why others should try it, then I could see context being relevant. However, just posting an article, with appropriate citation, should not be cause to jump on someone because of issues you have with their past posts, no matter how cringe-worthy some of them may be.

 

[Crabcake Johnny]

Back on track...

Question-based selling, in my opinion, is better than just rattling off a pitch for 20, 30, or 45 seconds.

Although I think this script goes a bit too far, it's always a better method when telemarketing to get the prospect to engage in the call.

The only fault in this script is no value has been created.

 

[Justin Bilyj]

I personally liked reading the article, there have been things of Lew I wanted to pick up but haven't yet.

Funny, there are no critical comments over on their comments,

 

[WinoBlues]

Back on track...

Question-based selling, in my opinion, is better than just rattling off a pitch for 20, 30, or 45 seconds.

Although I think this script goes a bit too far, it's always a better method when telemarketing to get the prospect to engage in the call.

The only fault in this script is no value has been created.

I feel it starts falling apart by the third question. After that it sounds like a training role play.

Sent from my Nexus 7 using Insurance Forums

 

[Crabcake Johnny]

I feel it starts falling apart by the third question. After that it sounds like a training role play.

Sent from my Nexus 7 using Insurance Forums

Agreed. It takes the concept of question-based selling too far. But it's far better than this:

"Hi,isthisTedSmith?I'mJohnfromABCAgency.We'vebeeninbusinessforocver16yearsofferinglifeinsuranceproductstoourclients.Weofferthebestratesthorughthetopcarriersinthestateandi'mgoingtobeinyourareaonTuesdaysowould10amor1pmbebetterforyou?"

 

[Larry Tew]

It's dated language that sounds fine in a laboratory environment and it may give an agent a baseline to build a better conversation, but used as written will not get the results you hope for.