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The word "NO" is often much stronger than "Yes". One of the most
vital insurance sales strategy techniques is to consistently get
your prospect to give you a positive response.
Starting when
they first can speak, children hear and say the word “NO”
frequently. Children out of control like responding with “no”
constantly. They are bartering and testing trying to use “no” for
more positioning power. Often it works, and at least a compromise
results. Upon adulthood you prospects have all mastered the
advantages of responding with no.
NEVER ASSUME
Until you are a sales professional never quickly
assume that you prospect is genuine or not. Otherwise you just
undermined all your sales ability. You are then a fearful sales
order taker. Take up the challenge to stay ahead of your prospect.
Here are 4 key sales strategy techniques.
THE WRONG SALES STRATEGY
Never Ever word a question that can
possibly be answered with a “No”. Asking “Don’t you this my product
is great” could get back “No, I really want to shop around”. Saying
“Are you ready to buy now” can be answered “No, I am not in any big
hurry.” By remarking “Can I enroll you in this plan now” can result
in the prospect saying “No, we will let you know what we decide”
SALES STRATEGY
Giving compliments and a gift to make you hard not
to like. One way is, “I just bought a couple of these new quality
pens. They seem to write great. I am going to give you this new pen.
That way you can jot down any notes you want.” Here is one of the
best to boost their pride. “My what a wonderful _______ collection
you have. Please let me take a closer look at your favorite piece”
Another one is, “How long have you lived here?, By the looks of your
____, you must be very talented to keep it in such good shape.”
SALES STRATEGY
Never focus on just one benefit or emotion. You
could be striking the wrong one. Why say “This product has the
lowest price”, your client might demand the highest quality and be
willing to pay for it. Remarking, “This shiny car will make you the
____ of your entire neighborhood.” Your prospect might hate the
neighbors. Pointing out, “This ____ is ideal for removing any pet
stains.” Your prospect does not own any pets.
Asking the wrong questions and phrasing them incorrectly gets you in
trouble. Carefully wording the right questions, and asking them at
the right time is different. You work to get the answer you want,
then you move quicker toward the close.
THE BEST SALES
STRATEGY
Making it almost impossible to get a no or negative
response. Here were some that I used. “How am I doing so far?” This
asks for a favorable opinion, and usually gets one. “I’m just
curious, tell we what caught your interest to send back a reply? You
now know what your client wants your product to do for them. “I did
mention much about my sales career, do you think I am a rookie or a
little experienced”. Prospects want to buy from experienced sales
people. Without revealing your background you just made yourself a
professional in their eyes. So reply back with “Thanks, I’m glad you
have confidence in me.”
THE ULTIMATE STRATEGY
My favorite was using the option of choice.
“I have shown you three ways you will benefit from _______. Could
you please help me out? Point to the one that that appeals to you.”
You now know exactly where to hit hard. You were given a buy signal,
pump up the benefits in this area and close. “IF you decide to buy
would you be paying by cash or check”. This tells you if the
prospect is ready to buy or just needs some more convincing. You did
not directly ask to make a decision, but to gauge how close you are.
My all time favorite is “which of these two options sound best
right now? Keep you mouth shut until the prospect responds. If you
are close to being good, you should get a positive response. Its
very important in a husband and wife presentation to keep your
visually attention entirely on the wife. She is usually the decision
maker. She will often stop her husband and over rule him. Plus more
often than not it is her that will go for the more expensive option.
Remember, you never asked them to buy. You just asked for an
opinion. If necessary, you keep proceeding for the sale.
Applying sales strategy techniques from above and you always stay
in complete control. Go to the interview assuming the sale is
already made, and your presentation is just a formality.
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