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What’s the most common objection you get during most sales calls for cash value life insurance, disability insurance, LTC insurance, etc? Isn’t the most common objection; “We can’t afford it! We just don’t have the money right now!” Is this dreaded objection stopping you from closing the sales you want and need? How are you handling this objection to the sale? When your prospect tells you, “I can’t afford it”, do you re-emphasize the value, benefits and need for the product and then try 3, 4 or more of the latest closing techniques? Or, do you just give up and go on to the next prospect, because you don’t want to be seen as a pushy salesperson? What is the best way to overcome any objection to the sale? As most of the sales trainers will tell you, the absolute best way to overcome any objection is by anticipating the objection, bringing it up first and overcoming it in your sales presentation. Objections occur when there is lingering doubt or unanswered questions in the mind of the prospect. If you want to close more sales you must be able to anticipate these objections and deal with them before they are raised… not after! So, if you want to overcome the dreaded “I can’t afford it” objection, then during your sales presentation you must help your prospect to see the benefits and value of what you are offering, and then help them to see where they can ‘Find The Money!’ Using ‘Found Money Management’ to Overcome Objections and Close Sales!‘Found Money Management’ is designed to anticipate and overcome objections, before they happen. The overall strategy is based on helping people to identify, understand and solve the real financial problems they are facing today… skyrocketing consumer debt, a serious lack of retirement savings and insufficient insurance protection for their family. It is helping them to understand how the world has changed and why they need to embrace new ideas on managing their money. The presentation centers on helping middle-income families to ‘Live Debt Free and Truly Wealthy!’ It clearly shows them how they can easily overcome the critical financial problems they face today and in the future, without them spending any additional money or changing their current life style. It’s about reallocating money they are spending unnecessarily in the wrong places. It’s helping them to set their financial priorities. It’s helping them to really see the benefits and value of your products and services. And, showing them where they can ‘find the money’ to take action today! If you want to close more sales, you must build trust and credibility with your actions the moment you walk through the prospect’s door. You must convince your prospect that you understand their problems and that you have the correct solution. They must believe you are honest and know what you are talking about. The most important things you can do are to be polite, energetic, enthusiastic, and then help them to take action today, by helping them to ‘Find The Money!’ By Lew Nason Lew Nason, with his sons Jeremy Nason, RFC, FMM and Will Nason, RFA, FMM are the founders of the Insurance Pro Shop ® and the creators of the… Found Money Management™ Advanced Life Insurance Sales System… The most endorsed and successful Life Insurance prospecting and sales system available for today’s insurance professional! Lew has been helping agents and advisors to achieve long-term success in financial services industry for over two decades. His unique perspective, on how to truly help clients, has enabled scores of agents and advisors reach the top levels of their profession. Visit his web site at www.insuranceproshop.com or call him toll free @ 877-297-4608. |
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I hope you enjoy this weeks newsletter. If you have any suggestions on marketing information you would like to see, please email me at: Coach@insuranceproshop.com Wishing You The Best In Success, Jeremy Nason, FMM, RFCMarketing & Sales Coach Helping Agents and Advisors create endless streams of new, repeat and referral business…
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