|
 
"Worry-Warts"
These people can be extremely depressing to a sales representative. The
"Worry-Warts" choose to believe the worst about everyone and everything. They
delight in recounting tales of woe about people they have trusted but who let them down,
products they have purchased that fell apart and, in general, how the world and the people
in it are unappreciative of their efforts. The cards are "stacked against them."
These prospects' pessimism, cynicism and general dismal outlooks are contagious unless
dealt with effectively.
· With these people you must build belief
in your integrity, sincerity and concern about their situation. The Life Insurance
Company's reputation can help to overcome their natural distrust, but you have to prove
your ability to solve their needs through an enthusiastic presentation.
Here is my own plan ... gives them a sense of your personal
commitment and the benefits the family may derive from your services and product.
· Their needs must be clearly established.
The sales support pages in your Presentation Book can be used effectively to pinpoint
their needs and further their acceptance of them. Again, testimonials and letters as well
as referrals from satisfied clients will help you in overcoming their instinctive
distrust.
· You must make them feel that their overly
pessimistic outlooks simply reflect intelligent concern on their part. Praise their
ability to think things through carefully as well as their foresight in facing up to
potential disaster.
· Their sincere belief that if things can
go wrong, they will, can be used constructively to support the total needs approach
embodied in the sales procedures of Professional Sales Development. In other words, take
their negative responses and make them reinforcing, positive statements.
___________ I can certainly appreciate your concern about how you
would pay the premiums on this program in case you became ill or disabled! Included in the
amount required to complete your plan is a provision which would pay your premiums for you
in case you become totally disabled.
or
You're certainly correct in worrying about the increasing costs of
educating your children and, of course, that is exactly why it is so important that you
begin to make some provision toward meeting these costs whether you live or die.
· Let their concern about what they
will lose in values and benefits work for you in the Close. At this point, you have
probably gained their confidence in your ability and acceptance of your Solution as a
valid one, but they may still be worried about making a mistake in acting right now.
After pointing out the nonforfeiture provisions of your product,
showing that live, die or quit, they get full value for every dollar, you might try:
___________ if you're worried about making a mistake . . wouldn't
the very worst mistake you could possibly make be ... doing nothing for your own and your
family's security?
TOP
|