If you’ve been a part of this group for any longer than 2 to 3 weeks you’ve probably heard me talk about confidence a lot. The reason that i talk about it so much, is because of how much it’s actually required to deploy the various amounts of techniques that we teach, and that are crucially important to closing a deal. Which coincidentally, is the only way to get paid as a life insurance agent. This next piece of advice certainly one of them, and it pretty important.
Be proactive. About everything
After 10 years of being a life insurance agent, spending the majority of them, active as some level of management or direct leadership, I found that the biggest killer most presentations is not understanding what the objection is before it’s given.
Whether it was on the phone when you set them or at the door, your client has probably signaled whatever his objection will be, especially if it’s a common one like “I have enough Insurance” or “I can’t afford it”. From here on out, I want you to think of this more like an opportunity than on objection. They gave you the information. Now it’s up to you build a case based on that info.
For example: If a client implied that he or she will not be participating in a program due to affordability
Let’s say he tells you he can’t afford anything. Your presentation should now shift to debunking that considering there’s a relatively high probability they’re embellishing. I don’t mean to be insensitive, but its just the truth. So start going after the seemingly senseless things you that see they’re spending money on, and get agreements that those senseless things are equal to the cost of protecting their family. Try something like this…
“John, If you’re anything like me, you probably have a few items you always buy, that when you add all of them up, they equal 2-3 times what it would cost to protect your family. Do you think your family would mind if you cut back the spending a little bit to protect them? I don’t think so, do you?”
There a million variations of this that you can use. They point is, treat proactive selling like the last battle scene in 8 mile. Say their objections before they do. Recognize them and solve them. Don’t wait for them, then you have be reactive and rebuttal, which gets redundant real quick. Proactive selling allows you to instill doubt into their objection especially if there’s no legitimate reason for them to feel that way, other than buyers anxiety. Some people just need to be led. And that’s what proactive selling provides. Leadership.
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