Insurance Sales: Money & Sales
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 nothing more than an objection to get you to go away because what your offering isn't valuable to them. No one buys anything unless whatever they're buying is worth more to them than the money they have to part with to get it. It doesn't matter whether you're dealing with people in the upper spectrum of wealth or the lower. People will only buy the things that are more valuable to them. A local roofer likes to tell the story about showing up to do a job one day, and being told by the home owners that his services wouldn't be needed after all. Now the roofer could plainly see that the roof hadn't been repaired and that the damage to the roof was enough to cause internal structural damage to the interior of the home if not now, in the very near future. So he asked the home owner if they had a lower bid, or what had caused them to change their minds. The home owner got a big grin and invited the roofer into their home to show him the new big screen TV they purchased instead of repairing the roof. The home owner explained they could get the roof repaired later, but that they needed the TV to watch the upcoming big game.
No matter who you're talking to or what you're trying to sell them lack of money is the prospects way of saying you haven't demonstrated value to them. It's your job to figure out what they really want and why that's important to them. If you don't you have a "no sale". This is also true if a prospect tells you they want more money. No one actually wants more money they want what money can buy. When you hear a prospect say they want more money your natural instinct is to sell more money. But that is a fatal mistake because you're going down the wrong trail.
When you try to sell more money you'll soon find yourself walking away without a sale. When a prospect tells you they want more money you have to find out why they want more money. What would it mean for them, allow them to do, allow them to have, or allow them to be?
No matter how you make decision or how you think other people make decisions the evidence is irrefutable that 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. Don't walk away, or jump ahead trying to make the sale when you hear either of these money statements.
Slow down and step back. This is where you have to go to work and discover the underlying truth. Discover what they really want, and how it would impact them to have it. Help them to discover how your solution will help them to get what they want.
About the Author:
About the author: Cheryl A. Clausen can help you get unstuck. Look here to see how your Sales Skills measure up. What if you just had more time? Enhance your Time Management Skills, check this out. Don't reprint this exact article. Instead, reprint a free unique content version of this same article.
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New Unique Article!
Title: Insurance Sales: Money & Sales
Author: Cheryl A. Clausen
Keywords: sales technique,sales techniques,sales coaching,insurance sales,career sales training,sales training course,sales marketing training program,sales marketing strategy,sales development training,sales,marketing,sales and marketing,sales training,sales management,business,small business,solo professional,entrepreneur,entrepreneurial
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Category: Business:Sales
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