sales tools laying the proper groundwork for the client to say yes FOR AGENT USE ONLY

Transcription

1 laying the proper groundwork for the client to say yes FOR AGENT USE ONLY

2 Most sales professionals agree that the toughest area in regards to sales is yes closing the sale Closing techniques and overcoming objections are the most talked about areas of sales. Getting the go ahead from the client is obviously the most challenging, but by the time you ask that question, you must be sure you have laid the proper groundwork for the client to say,

3 When you get to the end of your presentation, you must be comfortable asking for the business and positive that the response will be yes If not, then the best area to look at is not how you close, but with the framework you have built to get to the closing. There are four main areas to any sale and they must follow in this order: 1 Relationship building/rapport 2 Needs analysis 3 Product presentation 4 Asking for the business/closing

4 relationship building This type of communication, known as affinity building, builds knowledge of each other and is vital in establishing a connection that you will need later on, if you want to hear the word yes at the end! Many businesses know that consumers will buy from someone they feel like they know and trust and spend billions of dollars to network and advertise for that exact reason. Your client may only need a few minutes to make a connection with you and others may take more time. People want to buy from people they like. The most important aspect of this step is to make the connection! 1

5 listen twice as much as you talk 2 The key here is to ask the important questions to really discover what clients need, which may be different than what they want and listen to what your clients have to say. Try this on your next exchange when your client makes a comment about an issue and you have a product that would address that exact need, avoid the temptation to blurt out the solution to the problem. Instead, take a moment to make sure that the client is ready for you to talk. This consideration will go a long way. Your goal during this phase is to gather absolutely as much information as possible about your client and what he or she is looking for. When asked a question, ask a qualifying question in return. If you simply answer their question, your knowledge gathering stops and you never really know how important that issue is to the client.

6 conversation Does this Med Supp plan cover the Medicare Part B deductible? No, but let s look at these plans that do. You have now shifted the client and will go down the path to a possibly more expensive plan that the client may not want or need. Just because the client asked the question, don t assume that is where you need to go. Instead, try this: Does this Med Supp plan cover the Medicare Part B deductible? Is covering the Part B deductible important for you? No, I was just wondering. I do not have a problem covering that if needed 2

7 leading questions By getting clients to state their own needs, they will begin to sell themselves. You will then be armed with the information to present the products that address their exact needs. Also, by asking a various series of simple questions like, Wouldn t you agree? to build a bank of yes responses lays the groundwork for the yes at the end. 2

8 1 presentation Be sure to give a thorough presentation every time 2 Don t skip any details 3 Every presentation should be your BEST presentation You probably have your tried and true expressions and phrases you use with every client. But, the key factor is making your presentation sound fresh like it is the first time you have ever used these words and phrases. You can t help having your client get excited about your product when you sound excited about it, too. This also makes your client feel like they are important to you. You will be surprised at how much more effective you will be and how much more excitement you will get from your client when you always allow the time and effort to give your best product presentation. 3

9 overcoming Usually, when you get to the final step, you may not be comfortable asking for the business because you are not sure what the client will say. If you spent the proper time and effort in the first three steps, the close is a natural progression. You may have to overcome a few objections and how well you handle objections can be the deciding factor. objections 4

10 & feel felt found The most important aspect of handling an objection is to soften it, make your client feel like they are not alone in their concern and, finally, give them the solution and close the sale. One of the most powerful ways to accomplish this is the Feel, Felt & Found method. So, why don t we go ahead with this? I m not sure. I don t think your plan will work for me. I understand how you feel. A lot of my clients have felt the same way. But, when we looked into this further, this is what we found This shows that you understand, they are not alone in their concern and then gives the solution. 4

11 a confident close A confident close assumes the sale and leads the client to the close. Although you are still ready for objections, try this method on your next product close: So, would you like to go with Plan F, or would Plan N be easier on your budget? This type of question cannot simply be answered with a no, so the client must answer your question and open dialogue with you. Either way you have a much greater chance of closing the sale if you have followed all the steps in the sales process. If you have built a solid foundation during the first three steps, the close is a natural transition and will, hopefully, get you a client for life with lots of referrals! 4

12 "Cigna" is a registered service mark and the "Tree of Life" logo and GO YOU are service marks of Cigna Intellectual Property, Inc., licensed for use by Cigna Corporation and its operating subsidiaries. All products and services are provided by such operating subsidiaries and not by Cigna Corporation. Such operating subsidiaries include Connecticut General Life Insurance Company, Cigna Health and Life Insurance Company, and HMO or service company subsidiaries of Cigna Health Corporation and Cigna Dental Health, Inc. All models are used for illustrative purposes only / Cigna. Some content provided under license. CSB