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Increase Insurance Sales In Spite Of Money Objections |
By:
Cheryl A. Clausen |
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Increase Insurance Sales in Spite of Money Objections
Cheryl A. Clausen
When a prospect tells you they don't have any money do you accept it? How about when they tell you they want more money? Both are a sales trap that result in "no sale" for you. When a prospect tells you these things is sounds very logical. Your natural reaction is to move on or wait until the will have money if they don't have money now. In nearly all cases you're missing an opportunity, but you don't realize it.
Lack of money is never a real objection. When a prospect tells you they don't have money to do business with you what they're really saying is that what your offering isn't valuable enough to them to get them to part with their money. Zig Ziglar tells a story about when he was young selling cookware door-to-door. He visited a couple so poor they didn't even have indoor plumbing and their cookware was in terrible condition. Now Zig felt guilty asking this couple to purchase the very expensive cookware he was selling and the couple wasn't interested in the cookware even though they needed it more than anyone he'd ever seen, but Zig happened to mention that he sold china too and the wife's eyes lit up and this apparently poor couple wouldn't let Zig leave until they had bought the expensive china. The wife's want was greater than their need for the money it cost even though it didn't look like a good trade to Zig.
This is true no matter who you're talking to and what you're trying to sell them. Until or unless you figure out what they really want and why that's important to them you have a "no sale". And this is true when a prospect tells you they want more money too. People don't actually want more money they want what money can buy. Now when you hear a prospect say they want more money you're looking at it from a logical perspective and your natural inclination is to try and sell more money. This is a dead wrong fatal mistake.
You can't just sell money because when you try instant gratification will almost always win out and you'll lose. Both you and the prospect must identify what more money would mean for them, what it would allow them to do, what it would allow them to have, or what it would allow them to be? As you uncover the answer to these questions and the value to the prospect the prospect will be willing to give up something now for the bigger something they want later.
The real driver is emotional. When you hear they don't have enough money, or they want money you now know you have more work to do to get the insurance sales you want. Currently when you hear these words you either walk away, or you jump ahead trying to make the sale.
Instead you want to slow down and step back. Think of it as if you're peeling away the useless outer skin of an onion to get to the part that's living tissue. Peel away and discover what they really want, how having that would impact them, and then you can begin to help them to discover how your solution will help them to make what they want possible.
About the author: Cheryl A. 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? Improve your Time Management Skills, check this out. You can get a http://www.uberarticles.com/?id=36619&b=79 unique content version of this article.
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Article Source: http://www.statssheet.com/articles/article63586.html |
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