I have been chatting with someone on here who was asking for help with how to close a deal with certain objections. I dont mind sharing some of what i learned that got me over the hump when i was starting out....so we both agreed it would be nice to post them here to help others as well.
Here goes:
Client: "I want to think about it"
Me:
I certainly understand
and when considering something like this there are really two things you need to think about.....
First, would __$/month change your standard of living in any way what so ever?
(if this is a yes then adjust pricing, if no continue...)
Second, if you were to die tomorrow, would your family need all the help they could get?
(obviously a yes response)
Ok, SO if this will not change your standard of living and you know that ______benny will need this money, which one of these plans would you like to leave to _____ (close on benny)?
Client: "I cant afford it"
Me:
I understand, can you tell me how much to much is it?
OR
I understand, about how far apart are we?
Great, If so then if I can take care of most of your needs in that price range can we get it written up today?
Client: "I still need to think about it"
ME: I understand,
I certainly wouldnt expect you to take advantage of this program if you didnt see the value........
Take for instance the _________ Feature on this policy.
(explain a key benefit like ROP or even something as simple as APL or Disability Premium waiver, cash value, etc.)
Now after seeing those benefits, many others have taken advantage of this program, and I think it just makes sense dont you??
Great,
Which one of these options would benefit you and your family the most????
close on a couple choices if at all possible....greatly increases your likelyhood of them picking one!
Those three can work individually or in order...when i first started selling insurance I had to memorize 6 closes and give them back to back to back until they bought or told me there wasnt a snowballs chance in hell they were going to !!!
A little high pressure for sure, but i really believe that it was the best thing for me as i was shy and would have never asked for the check otherwise!!
One more helpfull thing I will offer up.......
If you are calling people for appointments from a lead or even cold calling and you cannot get through your script to even ask for the appointment (or preso if selling over the phone entirely) try a variation of this.....
ME: Let me ask you one question and then I will let you go.
If I could show you a way to save $$ on your ______ insurance, add additional benefits while keeping what you like about your current plan in place, would that help you????
for a specific example i use now selling MA plans
If i can show you a way to save $$ on your health Insurance, still allow you to see the same doctors and hospitals, AND provide extra benefits like vision dental and hearing coverage....would that help you?
Its really hard for them to say no to that!!!!
good luck all
Here goes:
Client: "I want to think about it"
Me:
I certainly understand
and when considering something like this there are really two things you need to think about.....
First, would __$/month change your standard of living in any way what so ever?
(if this is a yes then adjust pricing, if no continue...)
Second, if you were to die tomorrow, would your family need all the help they could get?
(obviously a yes response)
Ok, SO if this will not change your standard of living and you know that ______benny will need this money, which one of these plans would you like to leave to _____ (close on benny)?
Client: "I cant afford it"
Me:
I understand, can you tell me how much to much is it?
OR
I understand, about how far apart are we?
Great, If so then if I can take care of most of your needs in that price range can we get it written up today?
Client: "I still need to think about it"
ME: I understand,
I certainly wouldnt expect you to take advantage of this program if you didnt see the value........
Take for instance the _________ Feature on this policy.
(explain a key benefit like ROP or even something as simple as APL or Disability Premium waiver, cash value, etc.)
Now after seeing those benefits, many others have taken advantage of this program, and I think it just makes sense dont you??
Great,
Which one of these options would benefit you and your family the most????
close on a couple choices if at all possible....greatly increases your likelyhood of them picking one!
Those three can work individually or in order...when i first started selling insurance I had to memorize 6 closes and give them back to back to back until they bought or told me there wasnt a snowballs chance in hell they were going to !!!
A little high pressure for sure, but i really believe that it was the best thing for me as i was shy and would have never asked for the check otherwise!!
One more helpfull thing I will offer up.......
If you are calling people for appointments from a lead or even cold calling and you cannot get through your script to even ask for the appointment (or preso if selling over the phone entirely) try a variation of this.....
ME: Let me ask you one question and then I will let you go.
If I could show you a way to save $$ on your ______ insurance, add additional benefits while keeping what you like about your current plan in place, would that help you????
for a specific example i use now selling MA plans
If i can show you a way to save $$ on your health Insurance, still allow you to see the same doctors and hospitals, AND provide extra benefits like vision dental and hearing coverage....would that help you?
Its really hard for them to say no to that!!!!
good luck all
