You have to back away from their "punches" and
literally kill them with kindness.
___________ I certainly can understand that my calling on you
gives you no reason to be enthusiastic, but your friend
says that you are really "going great guns" in your
business! I lust want to meet you and show you the kind of work I do. (Make very sure
the compliment is a sincere one, otherwise you are "dead.")
· Be careful not to appear to be
patronizing. Give them a qualified or tentative agreement rather than argue with them. You
will not win the argument, but you may be able to point out the fact that they will
"suffer a loss unless they meet with you."
Even if you were in the market for life insurance, there would
be no reason for you to buy from me, but ______
____ has used our service and felt that you might be interested
in seeing it.
· In the
interview you should get right down to business. If they lead you into small talk, the
chances are very likely that some controversial subject will lead to an argument and you
will lose. Be enthusiastic, tolerant and flexible and keep the presentation moving.
Attempt to keep them from arriving at a decision until you have made your entire
presentation.
Many of my clients are concerned about that
matter . . . I think you will see how your concern is answered once you have had a chance
to see the entire service in action. Now, your children's ages are...
· Don't try to
pressure them, since this will bring out their hostility defense mechanism. "Needs
basis" sales procedures clearly pinpoint their responsibilities and produce a
mechanically correct solution to their needs. Simply point out to them the loss of
benefits if they fail to act, and make it easy for them to buy with an assumed consent
close. This will let them "save face" while doing what they know is right.
· Use of your
Presentation Book sales support sheets will give added strength to prove that your
Solution is the only logical and reasonable one available. It can also stress the
"loss" they may incur if they do not act on your suggestions.
,You question the fact that our dividends are
not guarantees... and that is a very valid observation. Dividends can only reflect the
Company's experience and are not guarantees or estimates for the future. As you can see
from this actual dividend history, The Life Insurance Company's experience, primarily from
higher interest earnings, has enabled it generally to pay appreciably greater dividends to
many policy owners than was illustrated at the time their policies were purchased.
