One of the main reasons why so many agents and advisors are struggling today in the financial services industry is they are “Pushing” their products instead of focusing on helping people.
If all you are doing is “pushing” products, then your prospects will tend to see your products as a commodity and price will be their primary focus.
Example: If all your prospect wants is a life insurance policy to protect their family, then, in their mind, why should they buy anything but the cheapest term insurance.
Unfortunately, if you are competing based on products and price, you will live or die based on products and price. Remember, there is always someone out there who claims to have a better product and/or a lower price.
Instead of “pushing” your products, help your prospect to see the products you offer are the best ones for their situation. The beauty is when the prospects believe this, then price becomes far less of an issue.
Ask questions to get the prospect to reveal the needs they have and the outcomes they desire. By asking questions, you’re allowing the customer to drive the discussion – or so they think – and they will be far more likely to convince themselves they need your products.
Once they have convinced themselves, there is no stopping them and they will be adamant about buying your products to satisfy their needs.
Take a look at your sales process. Is it geared around you telling the prospect what they need and then “pushing” your products? How much of your presentation is geared toward “pushing?” The easiest thing you can do to begin moving away from “pushing” is to ask more questions about their situation, to get them to tell you what they really want and why. Make it your objective to add 5 more questions to each sales presentation you make. You’ll be amazed at what will happen!
The end result will not only be more sales, but also larger sales, and much higher profits!
Plus, your clients will feel much better about you and your services! They will see you as a true advisor who is there to help people. And, they will talk about how you have helped them with their friends and family.
Insanity: doing the same thing over and over again and expecting different results.
Break the cycle, Make a change!
Download our free report now! How To Close ‘9 Out Of 10’™ Sales By Asking The ‘Right’ Questions!
Jeremy Nason, RFC is the co-founder of the 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!