|
Insurance Sales: Closing Anxiety? |
By:
Cheryl A. Clausen |
|
|
Insurance Sales: Closing Anxiety?
Cheryl A. Clausen
Thinking about asking someone for the sale causes perfectly normal people break out in a sweat. The reason these apparently normal people have closing anxiety is because they haven't properly handled the sales process. If they had closing would be nothing more than a natural conclusion to a selling conversation. You're anxiety is due to one of four reasons. You didn't have agreement from the prospect to have a selling conversation in the first place. You've confused the prospect by presenting too many options. You didn't take the buyer through a thought process that helped them to buy. You didn't evoke the emotional reason the prospect should act and act now.
You're wasting your time if the prospect hasn't agreed to having a selling conversation with you. They won't agree to that unless they first agree there's a problem, challenge, or obstacle preventing them from getting what they want. Plus they must also believe that their perceived problem is worth fixing or overcoming.
When you present a buyer with more than three options you have a confused buyer and confused buyers don't buy. Two options make it really easy to close because all you have to do is ask them if prefer A or B and presume the sale. As the expert you have to lead the sales conversation, and questions are the best way to do that. Structure your questions so they help the prospect to buy. Your questions should help them to articulate what they want, what's keeping them from having that now, any other problems not having what they want leads to, and the financial or emotional value to them of getting what they want.
Every sales depends on your ability to trigger the emotional hot spot that motivates the buyer to buy. You don't get to this hot spot now because you jump to a solution way too early in the sales conversation. You do that because you're over eager to sell, and because you lack the sales maturity it takes to patiently probe for understanding.
When you've handled all the earlier steps in the sales process correctly you'll no longer fear asking for the close. You will probably find that many of your prospects will ask you how to get started. If you'll just take one more step you'll clinch your sales success.
Actively engaging the prospect throughout the sales process is the last step. At every opportunity get them to write things down, prioritize options, check preferred options, etc. As they get involved and do those things they're making small "yes" decisions or trial closes, so when it's time for the big "yes" they're already on board and ready to go.
About the author: Cheryl Clausen can help you get unstuck. Look here to see how your Sales Skills measure up. Could you succeed faster if you just had more time? Enhance your Time Management Skills, check this out. This article is available as a http://www.uberarticles.com/?id=15635&b=79 unique content article with free reprint rights.
|
|
Article Source: http://www.statssheet.com/articles/article61393.html |
|
|
|
|
|
