Page 15 - Life Insurance Today March 2018

Thus we realize how much time and effort we have lost But the chances are that he won't because our words have
barking up the wrong tree, and change our approach to made feel that we understand his concerns. We didn't ride
selling. If you really want to excel in avoiding assumptions, roughshod over his objections. We took time to
track the reasons for every sale you lose or have lost. The sympathize, to line up on his side, to see his point of view
best companies do just that. Lets look at the vital rules: first, before we brought out our logical explanation.
Y Never assume you know the customers need and
motives Closing despite objections
Y Identify all individuals who influence the purchase Closing despite objection is quite risky. We may never
decision satisfy every concern a customer has. There will always be
a competitor who offers something we don't offer. There
Y Interview to uncover needs and motives
will always be requests we can't fulfill. But when we can
Y Get their logical and psychological motives satisfy enough concerns to outweigh the doubts, we will
Y Go away and think succeed. Remember that objections linger like smoke. You
won't let your customers objections linger .You have to
Y Express the product or service benefits that match the
make them realize that you do sympathize, and
customers needs and motives
understand them.
Overcome objections while selling Then you can give the explanation, and check to see if their
financial products concern is satisfied. The ineffective salespeople don'ts see
this wagon as full of helpful jewels. They see it as full of
In selling, if we don't clear the objection, it lingers like
smoke in the mind of our customers. We must clear it just serpents and demons. They want to keep it locked shut.
They want to skirt around it, staying as far away from it
as we clear smoke from a room. Think of a large fan
as possible at all times. They want to sweep any hint of
blowing the smoke out through an open window. That's
what you have doing with the objection clearing process. objection under the rug, hoping naively that it will never
When we are handling objections, whether in selling or in resurface. Little do they know that it smoulders there
everyday life, we are dealing with very human factors. while the customers mind becomes locked into the idea
that their objection is reality? The customer is mentally
packing their briefcase to go home while the ineffective
We are dealing with peoples need to be heard- peoples
salesperson continues to talk- unheard.
need to be recognized for their opinions, fears, doubts and
misunderstandings. Listening by melting down their
defences is important. Most people put the spotlight on Action provoking system
to the explanation. They forget that the explanation falls Action provoking system is required for selling success.
on deaf ears if we don't break down the defence if the Striking while the iron is hot is important. If we follow up a
customer says no, then we have to start again with the direct mail letter by telephone two weeks after it is sent,
prelude segment. our call will be one- fifth as effective as it would be if we
called after three days. Why? Because people forget 80%
of what they hear and read after two days. If we call shortly
after the letter is posted, it will be fresh in their minds. If
we call after three weeks, it won’t. The same is true of
following up your prospect for a decision. What is the point
of following up too late after our competitor goes?

Self- motivation and support systems
Self-motivation and support system is indispensable for
selling success. Everyone gets into the doldrums. We can't
wait for someone else to motivate us and set up our
motivation systems for us. We have to do it ourselves. We

"Thinking should become your capital asset, no matter whatever ups and downs you come across in your life."

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