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One of the main reasons, so many agents and advisors struggle with getting appointments and closing sales is they tend to lecture and tell prospects what they should do. They'll tell the prospect that they have a problem and then they'll try to provide the prospect with their solution to the prospect’s problem. Doesn’t a salesperson telling a prospect what they should do create an automatic response from that prospect… of immediate resistance? Think about it. Do you like to be told you have a problem? Do you like to be told what you should do? Don’t you automatically fight the idea? Aren’t you immediately skeptical? Wouldn’t you rather identify your own problems and come up with your own solutions? For example, when most agents and advisors are talking to retirees they assume that if the prospect has a CD, then they are unhappy with the interest rate they are getting… So they might ask: “Do you have money in CD’s?” If the client says yes, then the agent jumps in and says: “I can show you how you can get a much better return.” The agent or advisor goes on to tell the prospect about a great new product or idea they have to make them more money. The prospect automatically says: “Let me think about it!” Why? Because no one likes to be sold! Top Producers have learned how to get more appointments and close more sales by helping prospects identify their own problems and then helping them come up with their own solutions… They have learned how to help prospects to sell themselves! And that involves asking the right questions… Agent: “Mr. Prospect, if you don’t mind me asking, do you have any of your money in CDs?” Prospect: “Yes.” Agent: “Are you happy with the interest rate you’re getting?” Prospect: “It could be better. But it’s Ok. I like the safety an guarantees. And I can get at the money when I need it.” Agent: “If you don’t mind me asking, are you using that money for an income?” Prospect: “Yes.” Agent: “Are you using any of the principal?” Prospect: “Yes!” Agent: “How do you feel about that?” Prospect: “It’s a problem, we’re afraid we'll eventually run out of money.” Agent: “Does your current income allow you to do everything you’d like to do?” Prospect: “No, it would be better if I had more income.” Agent: “If you had more income what would you like to do?” Prospect: “I like to visit more with my grandchildren.” Agent: “If we could come up with a way to get the income you need, so you can visit your grandchildren, without dipping into the principal and have the same safety and guarantees as a CD, would that be better for you? ” Prospect: “Can you do that?” Agent: “I don't know.
But, let's take a look at your situation and see what we can do working
together.” Is there any question that you will have a much better chance of getting the prospect to move their money to you if they see and understand the problem they face? Isn’t the prospect in fact selling themselves? Remember, no one likes to be sold! If you learn to help your prospect to identify their own problems and then help them find their own solutions, you’ll set more appointments and you’ll close more sales… And, in many cases it’ll be a much larger sale… By Lew and Jeremy Nason |
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