How to know the main reason to buy insurance prospects

Discover the key of the problem! Let's simplify this:

• • What are their basic needs? Or,
• • What are the main interests?

How can you find it? Encourage your prospects to talk. As soon as he gives four or five reasons, you do not argue with him. Your job just keep pushing to speak, he will personally help the closure. Why? Because he would put forward one of the four or five reasons, and continued to stare at it. Sometimes you do not need to speak anything else. If he had finished speaking, come back to it. that's what usually becomes a key issue.

Many businesses fail because sales agents try to answer everything - everything. And after that, the prospect will say, "Sorry, I did not take out insurance while first." And, many prospects will try to deflect your destination. They will talk a lot of things that have nothing to do with your goals.

Here is the key, that your success is determined by how you lead sales systematically. The following illustration may help you.

A Client f storytelling. "I actually had no desire to buy insurance to retirement, but an insurance agent listened attentively when I speak, and after a while he found that what I want in life is to live in peace and quiet in the elderly. He then took me to drive around visiting couples who have retired and enjoying their life in peace and quiet. He said, 'look at the couple .... How calm and peacefulness of them! 'I looked at the couple and admire. Then ask how much I have to pay premiums. He said, 'Thirty million.' I was surprised and said, 'Huh' how? I can buy two motorcycles and even three at a cheaper price. '

Then he said, 'Indeed. But look at the couple. How peaceful and calm them. "Every time expressed about premiums, he visualize the peace and tranquility of the couple earlier. He sold the tranquility and peace, regardless of pension insurance. "

That's the life insurance agent. He does not sell insurance, but sell the security, tranquility, and peace. Discover main interests and stay on it!