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"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?
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