This course addresses a wide range of sales topics, including building trust, effective questioning, presenting for impact and closing LTC Insurance sales.
FEAR, or False Evidence Appearing Real, can be both good and bad. Our instinctual fear can alert us to dangers in the world and provide us with time to react and plan better courses of action. It can also cause us to freeze and inadvertently make a choice to “do nothing” in the hopes the […]
What are some common characteristics of all people? Their number one fear is rejection. Their number one need is acceptance. You must manage relationships in a way that protects or enhances their self-esteem. Everyone approaches every situation with at least some concern about “what’s in it for me?” Everyone prefers to talk about things that […]
Your purpose in selling long-term care insurance must be to create a relationship rather than close a sale. You must view the customer as someone you care deeply about and recognize each customer as special. As you admire your client’s home, pictures and lifetime possessions, you must empathize and really want to know about their […]
The flaw in the traditional call opening is the view that building rapport is something you establish in the first few minutes with the client, then you move on to the business at hand. You begin to establish rapport (good or bad) the minute the client opens the door. The difference is you must continue […]
Your ability to investigate the prospect’s needs is essential to success in the long-term care insurance home interview. Before you begin your investigation, you need to know a little about people: How they learn: All people have a preferred method of receiving information – visual, auditory or kinesthetic (by touch). You must access all of […]
Selling is Not Telling! Many agents make the mistake of telling the client how about their wonderful company and product are, but fail to answer the question of what it means to the client. Every person is tuned in to radio station WIIFM (“what’s in it for me?”) – so you must be prepared to […]
In golf, there is a saying, “You drive for show, but you putt for dough.” In selling, you demonstrate capability for show, but you gain commitment for dough.” Your ability to answer objections and get the sale is the true test of your ability as a salesperson.[i] Closing is a method of putting pressure on […]