The problem most agents have is that they view selling, as convincing the prospect to buy what they are offering. That is not selling. Selling is finding out what the prospect needs and really wants and then helping them to get it!
There is an old story that puts this into perspective…
A customer walks into a hardware store and tells the salesperson he’s looking for a ¼” drill bit. What is it that the customer wants? It’s a 1/4” hole!
If the salesperson is smart, if he really wants to make a sale. And, if he wants to keep the customer coming back to buy more, then he is going to ask the customer some questions. He is going to help the customer buy the right drill bit for the job. He’ll ask; “How many quarter inch holes do you want?” “In what material?” “What kind of drill are you using?” etc.
It’s the same if you are selling Medicare supplements, LTCI, annuities or life insurance. If you want to make more sales and earn a six-figure income, then you must learn to ask more questions. You must help your customer to buy the right product for their situation.
When you learn to ask the right questions, your prospects will practically sell themselves!
Take the next step…master a technique to help your prospects sell themselves!
Download our free eBook “How To Close 9 out of 10, By Asking The RIGHT Questions!”
Jeremy Nason, RFC is the co-founder of the famous Insurance Pro Shop™ -“The first affordable, full-service insurance marketing and sales resource center for today’s Financial Pro, and Found Money Management™, a system dedicated to helping Middle-Income Families to ‘Live Debt Free and Truly Wealthy!’ For more articles visit his blog!