How to find out what really be mind prospects

If you've presented your program and delay prospects for closure policy, how do you find out the prospects mind? Most insurance agents do not dare to ask directly, they are just guessing and waiting for his own prospects are expressed objections. Typically, insurance agents will talk at length about other topics, rather than directly asking an important question. Such an approach is clearly throwing waste of time.

If you're in a situation like that, immediately do the - following steps:

1. Say that if ...... .. .........
2. Wait until the prospect of asking, "What is it?" (He would have to ask)
3. Disclose the actual problem briefly
4. Listen to feedback prospects

For example:

You say, "If I was you father, I will say what I want to convey to you now." And then you stop talking.

The prospect will respond with "What's that?"

You replied, "If I was your own father, I will tell you that you should close this policy today."

"Why?" As it appears that your prospects surprised.

"If only the father's midnight awakened by a ringing phone that preach the neighbor's house on fire fathers and father arrived recalled home insurance had expired yesterday, you probably will not be able to sleep until the next morning. And the first thing you do the next day, of course you will immediately call the insurance agent father to immediately protect the house father. Approximately so, do you pack?

"Of course."

"That way, life insurance father becomes very important, even the one thing that matters, so that you can immediately transfer the risk of a much greater risk to the insurance company."

You have to express and you will soon know exactly what your prospects the reason for the delay. Use this strategy to bring out the answer yourself, then listen well what response you get. Follow these four steps and you will get a reaction that allows you to know what you should focus on. Is the problem with finances, family, or company?

It is the duty you to reveal the real problem directly! Nine out of ten prospects will open themselves. Try It! You do not need to start a long discussion. You only need to bring up the issue.