Roger Chan
New Member
- 18
The 3 reasons to sell is a qualification question that comes out in every presentation upon entering a home. It is usually followed by a brief warmup while getting to know the client. There are several variations of this series of questions, but I would like to share mine.
Once I have entered the house and completed my warmup, I will let the client know why I'm there and what my job is. "Well Mary, to give you a better idea of what I do, my job...in a nutshell, is to let you know what new programs are out there, what benefits come with these programs, assist with enrollment and also answer any questions you have for me. Typically what I find is that 90% of the requests we get back (tapping on the lead card) are typically from people who fall into one of 3 common categories:
1. They have no coverage at all and was looking for some
2. They already have some coverage but it's not the right kind or enough
3. They have enough coverage, but was just looking for something cheaper
"Which category did you fall into?"
Based on their response, it will let you know how to attack the situation. Is this a potential replacement scenario? Are we trying to beat face value or price? Opening a completely new policy on an uninsured client?
If you are unable to obtain a valid reason for why they sent the card in, you are most likely sitting with a time waster or going into a presentation with a small chance of closing. These 3 reasons are the foundation to give you ammunition to sell to a problem. If you can offer a viable solution that solves a problem and makes sense to the client, your chances of making the sale are greatly increased.
Once I have entered the house and completed my warmup, I will let the client know why I'm there and what my job is. "Well Mary, to give you a better idea of what I do, my job...in a nutshell, is to let you know what new programs are out there, what benefits come with these programs, assist with enrollment and also answer any questions you have for me. Typically what I find is that 90% of the requests we get back (tapping on the lead card) are typically from people who fall into one of 3 common categories:
1. They have no coverage at all and was looking for some
2. They already have some coverage but it's not the right kind or enough
3. They have enough coverage, but was just looking for something cheaper
"Which category did you fall into?"
Based on their response, it will let you know how to attack the situation. Is this a potential replacement scenario? Are we trying to beat face value or price? Opening a completely new policy on an uninsured client?
If you are unable to obtain a valid reason for why they sent the card in, you are most likely sitting with a time waster or going into a presentation with a small chance of closing. These 3 reasons are the foundation to give you ammunition to sell to a problem. If you can offer a viable solution that solves a problem and makes sense to the client, your chances of making the sale are greatly increased.
