How
To Sell '9 Out Of 10' Life Insurance
and Annuity Prospects You Meet With!
One of the most important,
least learned and least practiced sales skills today, is the art of
Consultative Selling. It's the ability to
conduct a good, thorough fact-finding interview. A good, thorough fact-find is
much more than asking some simple questions to identify a few pertinent facts
and concerns, so that you can make a quick sale. It's asking the tough
emotional questions to guide your prospect to self-discovery of their own
financial concerns and problems. It's helping your prospect to get emotionally
involved in the entire sales process. It's helping them feel the real pain of
their current situation, so they want to do something about it, right now, to
alleviate that pain.
"Consultative Selling
is the ability to see the customer's
problems from the customer's own viewpoint!"
Charles Francis, 1917
Consider people
don't always do or buy what they need. Logically, we may know we need to lose
weight, quit smoking, save for retirement or pay off our credit cards. But, do
we do it? NO! We put it off until we have no other choice, because it's
causing us unbearable pain. Only when the pain becomes too great to live with,
will we decide to we want to do something about it.
"Top producers realize
that their primary responsibility is to help
clients identify, define and achieve their goals. They actively try
to help clients get what the client wants and needs. "
Steve Drozdeck, The 2% Differential - The Difference That Makes The
Difference
However,
Consultative Selling goes far beyond asking questions to guide people to
self-discovery of their own financial concerns, there's an even deeper reason.
Consultative Selling is being genuinely engaged in asking - and listening
beyond a sale motive - to take the conversation, and the relationship, to
another place. You become their partner in solving their problems, because you
cared enough to ask questions beyond the obvious. You cared enough to ask, and
did not assume that financial security means the same for everyone. You cared
enough to ask what's r-e-a-l-l-y important to them. Rather than do what
everybody does - push product.Consultative Selling helps you build
rapport and trust, which enables you to close more sales, close larger sales,
generate repeat sales and gather referrals.
"Long-term sales
success is no longer about communicating the
value of a product or service! (Features and Benefits) It's about
your ability to provide value added service for your clients!"
Consultative selling (Sometimes called
'Values Based Selling') starts with the first 'face to face' meeting. And, it
doesn't matter how or why you got the appointment. It could be for something as
simple as discussing mortgage insurance, Medicare supplements, or final expense
policies. Or, maybe they agreed to meet with you after they've attended one of
your seminars. No matter why they agreed to see you...
You must conduct a good, thorough
fact-finding interview, if you want to sell 9 out of 10 people you meet with!
"Consultative Selling
Is A Non-manipulative process that focuses
on clearly defining a client's needs and objectives and securing
agreement that they should be addressed. In traditional selling,
on the other hand, the emphasis is on the product."
John E. Graziano and Patrick Flanagan...
Explore the Art of Consultative Selling
Summary Consultative Selling, the ability to conduct a good, thorough
fact-finding interview, is what enables the Top Producers to consistently
earn $250,000, $500,000 or more each year. It's why they are able to... Sell
'9 Out Of 10 Prospects' They Meet With. It's why they close larger sales
and get more repeat business. It's why they are able to work with fewer
prospects. And, it's why they get more referrals and spend less time and money
prospecting!
Is Consultative Selling easy? No!
Is it more work? Yes!
Can you learn how to conduct a good,
thorough fact-finding interview? Yes!
In every one of our specialized systems, our live
training events, our private 'Insurance Marketing and Sales Resource Center'
and the 'LIVE' one-on-one
coaching, we focus a lot of time and effort on helping agents to get better at
conducting a good, thorough fact-finding interview. It's why new agents are
able to consistently earn $25,000 - $90,000 per month, within a few months.
It's the reason why established agents such as Randy Delph and many
others are able to generate $200,000 of life premiums within a few months of
attending our Boot Camps. It's why 'MDRT' Top of the Table Producers are
doubling and tripling their production.
Not sure we can help, or if our services are right for you... Don’t Wait...
Call us Toll Free to schedule a No
Obligation, Free 15 Minute Consultation with Lew or Jeremy. We guarantee you'll
be glad you did! 877-297-4608 (M-F, 9AM-5PM, EST)
Yours in success,
Jeremy & Lew Nason The 9 Out Of 10 Guys...
P.S.
Don't wait to get started, takeactionnow!
You'll get everything we've promised, and much, more! Go ahead and hold
our feet to the fire to provide you with the marketing, prospecting and sales training that really works - your satisfaction is 100%
guaranteed.
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Collection of Million Dollar Producers’ Insurance and Annuity Marketing, Lead
Generation, Appointment Setting and Sales Success Tips & Strategies Ever Assembled Into One
Place for today's Agents and Advisors... It’s actually a 'Mini University'
in insurance marketing and sales
with Articles, ‘Step by Step’ Courses, Videos, Audios, Scripts and much
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Explode...
Your Sales ‘Immediately’
By Learning The Secret Art Of
Asking The RIGHT Questions!
Videos: 6 hours (DVDs), Audios: 6 hours
(CDs)
Questioning and Sales Skills from our Boot Camps!
With Forms, Scripts, Questions and more (Text CD)
Learning to ask the right
questions is the critical key to consistently
...Setting high quality appointments, with the right prospects!
...Closing ‘9 out of 10’ sales!
Ron Fara,
RFC,
RIA
(15 years in the business)
Bill Gibbons,
CLU, ChFC
(35 years in Financial Planning)
"Lew’s mastery of the art of question asking are
an indispensable part of unearthing a client’s real needs and wants."
“Sometimes
the change we seek is right under our nose. Where it’s hardest to see. Hidden
from view because our success can fool us into thinking we 'already know.' Like
how to listen. R-e-a-l-l-y listen! Not
to be confused with the absence of talking! That and Lew’s mastery of the art of
question asking are an indispensable part of unearthing a client’s real needs
and wants. Go there! Get connected to the INSURANCE PRO SHOP and revitalize your
business and yourself.”
Rhona C. Porter, RFC, MSM, FMM - CA
Don't Keep Us A Secret!
Learn More
About Us... And Our Affordable, 'Cutting-Edge'
Life Insurance and Annuity Sales Systems, Tools, Training and Support!
Disclosure… The income statements and examples on this
website are not intended to represent or guarantee
that every insurance agent or financial advisor will achieve the same or similar
results. Each individual's success will be determined
by his or her desire, dedication, effort and motivation to work and
use the life insurance and annuity marketing
and sales ideas, strategies, tips, scripts, tools and training in these programs. There
is no guarantee you will duplicate the
results stated here. You recognize any business endeavor has an
inherent risk for loss of capital.