I. Purpose of this segment

A. To help you recognize that all of us have a great deal of unused potential ability.

B. To make you aware of certain common obstacles.

II. Everyone has some things which they are overly concerned about.

A. Often it is not necessary to over come obstacle completely.

B. The degree to which obstacle interferes with your effectiveness may only have to be reduced.

C. Certain amount of alertness or nervous tension desirable.

D. Helpful to remember you are not alone in having obstacles.

Ill. Practical approach

A. Recognize and identify obstacles.

B. Borrow ideas from others.

IV. Best way to overcome obstacles is to adopt or adapt techniques which have been successfully used by others.

V. To gain confidence in techniques, mechanical devices, tools, procedures, sales talks, answers to oblections₅ etc., practice using them over and over again.

Summary-Most common obstacles and how to overcome them

I. Fear of failure

A. Work on the law of averages have more qualified prospects to see than you have time to see.

B. If a prospect doesn't buy, remember that this may have been caused by factors which are completely outside your control and knowledge.

C. Remember that no one sells them all." Don't expect to, and you won't be discouraged when you don't!

D. Remind yourself that any failure, even if its a real failure, isn't permanent.

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II. Attempts to avoid frustrations

A. Frustration is an expected obstacle in a sales career.

B. Coping with frustrations is what makes successful sales representatives.

C. Sales representatives are made, not born, by learning and constantly improving their skills

D. Realistic and attainable goals are requisites for maintaining a positive mental attitude.

E. Don't take 'No's" personally.

F. Sufficient activity with the right kind of prospects will put frustrations in proper perspective.

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III. Failure to use resources

A. Use the resources, both physical and emotional, which are available.

B. Find out what tools are available to you and exactly how they can he used in your operation.

C. Manage your time and channel your energies effectively. Get organized with the Success System and stay in front of Prime Prospects.

D. Keep your emotional resources replenished. Avoid association with "failures" and seek out other high-achievers.

E. Seek help whenever necessary. It is a sure sign of a highly successful sales representative.

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IV. Reluctance to persuade

A. Sales representatives must compensate for the lack of training in the art of persuasion by mastering interpersonal skills and using psychologically sound tools and procedures.

B. Don't be crippled by the need to be loved. Be enthusiastic and well organized and realize you can't please all the people all the time.

C. Use the professional client-advisor stance in your relations with prospects-the "Win-Win" situation embodied in the The Life Insurance Needs Analysis procedure.

D. You are not a life insurance professor. Your income depends wholly on your ability to close sales by letting your ego drive dominant in a persuasive manner.

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V, Resistance to change

A. Since change is inevitable, your goal is to identify and use those changes which will cause improved results.

E. Analyze your habits from the standpoint of whether they are both effective and efficient.

C. Remember that both positive and negative mental attitudes are catching. Whenever possible, avoid people who are habitually pessimistic and have a negative mental attitude. Associate whenever possible, with winners!

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Communication in Needs Selling

(Cassette Exercise)

I. Everyone has a desire to feel important

2. Needs selling satisfies this desire-prospects feel they are special - important

3. Needs are the motivators that stimulate action - aid prospects in making decisions.

Client's Needs

Sales results... for you

I. Commissions

2. Security

3. Made new friends and reestablished old

4. Pleased with yourself

5. Tapped your creativity and helped someone else

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Sales results... for your client

I. Money for living for beneficiary and policyholder during lifetime

Security for family at death…. cash values for education and retirement

2. Says to beneficiary "l care."
3. Pride and self-like for planning.
4. Multitude of creative plans for self-actualization.

The need for dialogue

Prospect is just like you and me. . - has special needs

Effective dialogue uncovers needs

The Life Insurance Needs Analysis establishes effective dialogue

three elements

I. Questions

2. Listening

3. Responses

The need for listening

1. Pays total attention

2. Listens to all facts

3. Listens for key-words

4. Attempts to understand true meanings

5. Listens for what person really is-Dominant buying motives

6. Holds judgments

7. Hears the total picture before making suggestions

8. Listens for feelings and emotions 'inner-man"

9. Feeds back for clarification and amplification

10. Seeks deeper understanding of client

"Listen" with eyes. Non-verbal communication. Outward signals tell about inward feelings.

"Psyching up" for the interview

My next interview will be a SUCCESS because.

l know I'm with a company of credibility and prestige.

l I know I have worthwhile products and services.

I know my business.

I know this client has an interest in insurance or the client would not be seeing me.

I know I've researched the client's needs the best I can be fore our meeting.

I know I'm going to begin by asking questions to learn more about my client's attitudes.

I know I can till all of the client's insurance needs through the many fine The Life Insurance Company contracts.

I know these needs are based on the needs hierarchy.

1. self preservation

2. safety / security

3. Belongingness

4. esteem

5. self- actualization

I know through effective dialogue (questions-listening-responding) I'll have the right information with which to tailor a plan to meet the needs of my client.

I know the very worst thing that can happen is. If my presentation and material are impressive . . . I will obtain Referred Leads. The lifeblood of my business.