No Emotions - No Sale

[HoosierLife]

You guys have delved off into an area that even the most learned of scholars are still grappling with.

I know this one fact they say 70% of all buying decisions are done by a woman.

We know that women are emotional creatures. (That's a good thing most of the time)

In home insurance purchases should not be exempt from these facts.

We're really not. Since the 60s-70s we've realized people buy based off of emotions. I really didnt think this would start a debate. I've read dozens of one liners agents use to find the hurt/emotional reason they sent the card in.

I just wanted some example of what people say. I thought it would be helpful for everyone.

 

[houcoogster]

We're really not. Since the 60s-70s we've realized people buy based off of emotions. I really didnt think this would start a debate. I've read dozens of one liners agents use to find the hurt/emotional reason they sent the card in.

I just wanted some example of what people say. I thought it would be helpful for everyone.

It is helpful to everyone.
Look at a Humana Brochure and tell me there is not emotion evoking images...they are the best at it!!!
Madison Ave. advertising firms have the data that's why they do what they do. The best in the world. No emotion evoking brochure can accomplish what a JD or a houcoogster can do in person. We use emotion, logic, fear and greed.

 

[Jerard]

We use emotion, logic, fear and greed.

Whatever it takes, and then some.

My take on this topic is that I think talking about death and dying defaults to an emotional subject to begin with, even before any added comments from us.

Especially if you drive a hearse to your appointments.

 

[SportsNut]

Are there any phrases that you use, any questions you always ask? It would be especially helpful to know how you get your prospects emotionally involved in the first 5 minutes, as we all know the first impression is most important.

This is not in the first five mins... but when you find someone that has nothing in place and is hesitant to seriously engage in conv on the subject, I like ask... in an assumptive way, "so you are planning on being cremated...?" In a good percentage of cases this will evoke a strong response... "NO way, not being cremated, blah, blah".

Then go onto to explain to them the math of the situation... maybe the most logical part of the presentation: If you haven't made plans in advance, and your family members can't afford to write a check for 10K, then the likelihood is that YOU WILL BE cremated, due to the economics of your situation. "Now, would you like to eliminate that problem...? Let me show you how..."

Lots of folks are scared to death [no pun intended] about the thought of being burned following their death, so I usually ask that question if we are not getting anywhere and in a few cases it will move the discussion along.

 

[jdeasy]

We're really not. Since the 60s-70s we've realized people buy based off of emotions. I really didnt think this would start a debate. I've read dozens of one liners agents use to find the hurt/emotional reason they sent the card in.

I just wanted some example of what people say. I thought it would be helpful for everyone.

Who has realized that since the 60's and 70's? People that write books? Or people that actually sell things?

There are no one liners that get people to buy on a consistant basis. Life lessons don't come from one liners.

Yeah there is some emotion involved in getting that person back to the moment that they sent in the card but there better be some reasoning behind it if that person is going to be a client for more than a month or two.

 

[HAMPnet]

Who has realized that since the 60's and 70's? People that write books? Or people that actually sell things?

There are no one liners that get people to buy on a consistant basis. Life lessons don't come from one liners.

Yeah there is some emotion involved in getting that person back to the moment that they sent in the card but there better be some reasoning behind it if that person is going to be a client for more than a month or two.

The Twitter Close, apparently.

 

[rousemark]

Emotion is what prompts a prospect to act .. Logic is the reason they choose you and your product. When the agent says, "You don't want to your death to be a financial burden on your family", he is appealing to the emotion.. When he says, "this plan can solve the problem for on X".. He is appealing to logic. Both elements are required to have a solid sale.

 

[TDFnCali]

I would say all insurance product sales are based on emotion AND logic & I dont believe you could sell them without bringing out both emotions.

Some ppl will will use more emotion then logic & some vice versa. As well as some ins products will be bought more on logic then emotion. To illustrate both of those statements....In FE, I believe more buy on more emotion, then logic & that goes double for women, but logic is still a part of their decision. But in a market like mortgage protect where theres usually a couple, younger, with a family & usually more educated....I would say they use more logic then emotion.

If 1 believes insurance is only sold on logic or emotion alone....I believe they are completely off base.

 

[davisgroup]

After nine months selling FE, I plan to try my hand in med supps. I would be interested in hearing opinions regarding how the sales techniques of FE, covered in this thread, are different from those in med supps.

 

[jdeasy]

After nine months selling FE, I plan to try my hand in med supps. I would be interested in hearing opinions regarding how the sales techniques of FE, covered in this thread, are different from those in med supps.

It's completely different markets but med sups are a much easier sale if you know about med sups and how they work.

You will find the vast majority of FE clients are MA buyers instead of med sups.