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There are several steps to an effective sales process.
1. Introduction-Prospecting
2. Establish Rapport and Trust-Making Friends of Prospects
3. Create Need -Showing your new friends how you can help
4. Create Urgency -Making them feel it's important
5. Take it away -Make them chase you, you don't make sells chasing clients
6. Close it- Get them happily involved in your services
7. Get Quality Introductions- Help your friends, friends
8. Service it- Being a good friend.
The thing is all this depends on your ability to be likeable and
remain in control of the conversation.
Today I will cover an area I think most you need help in
CLOSING on minors. When going for the close you must develop a sense of timing. If you close too early and too often your client will become defensive. If you close too late and not enough your client will stall to close later.
The way you create a flow is to close early and often but
only on minor things. This way you create what is known as a yes ladder.
To do this you tie a benefit to a question.
"My company has been in business for 100 years and
has a AM Best rating of A++ this means they are very
finanically stable. Financial stabilty is important
nowdays isn't it?
yes
"This policy is designed to stay level for the next 30 years
meaning your premiums are GUARANTEED to stay level for
the next 30 years...so while the price of gas may go up,
the cost of food can go up your insurance won't. You
like having costs that don't increase right?"
yes
Having a plan in place to take care of your children
in case something happens to you is VERY IMPORTANT
to you isn't it? (MUST BE SAID WITH THE RIGHT HEART AND TONE)
I am a independent agent meaning I work for you the client and not the insurance company-I will shop all the best carriers for you which is going to take some work!
You want an agent who works hard for you and gets your
family the best possible coverage don't you?
After you have established all these yes, yes, yes, yes
when you in go in for the major sale it has already been made on the minor closes.
So when you say "okay great all I need to do is get some information from you today. Who will be the beneficiary on this policy?"
My wife...
"and her name is?"
Mary Smith
Your customer has bought at this point with little
resisting.
1. Introduction-Prospecting
2. Establish Rapport and Trust-Making Friends of Prospects
3. Create Need -Showing your new friends how you can help
4. Create Urgency -Making them feel it's important
5. Take it away -Make them chase you, you don't make sells chasing clients
6. Close it- Get them happily involved in your services
7. Get Quality Introductions- Help your friends, friends
8. Service it- Being a good friend.
The thing is all this depends on your ability to be likeable and
remain in control of the conversation.
Today I will cover an area I think most you need help in
CLOSING on minors. When going for the close you must develop a sense of timing. If you close too early and too often your client will become defensive. If you close too late and not enough your client will stall to close later.
The way you create a flow is to close early and often but
only on minor things. This way you create what is known as a yes ladder.
To do this you tie a benefit to a question.
"My company has been in business for 100 years and
has a AM Best rating of A++ this means they are very
finanically stable. Financial stabilty is important
nowdays isn't it?
yes
"This policy is designed to stay level for the next 30 years
meaning your premiums are GUARANTEED to stay level for
the next 30 years...so while the price of gas may go up,
the cost of food can go up your insurance won't. You
like having costs that don't increase right?"
yes
Having a plan in place to take care of your children
in case something happens to you is VERY IMPORTANT
to you isn't it? (MUST BE SAID WITH THE RIGHT HEART AND TONE)
I am a independent agent meaning I work for you the client and not the insurance company-I will shop all the best carriers for you which is going to take some work!
You want an agent who works hard for you and gets your
family the best possible coverage don't you?
After you have established all these yes, yes, yes, yes
when you in go in for the major sale it has already been made on the minor closes.
So when you say "okay great all I need to do is get some information from you today. Who will be the beneficiary on this policy?"
My wife...
"and her name is?"
Mary Smith
Your customer has bought at this point with little
resisting.
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