A poor sales conversation can get you off tracking. Even though you may not be aware you're doing it, after a bad appointment you shut down and don't function at your best. You're calling a time out. I encourage you to take a time out. Just make sure you spend that time in a way that provides value for you.
During prime sell... Read more
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Do you accept it when a prospect tells you they don't have the money to do business with you? Do you accept it when a prospect tells you their goal is more money? If you do you're falling into a sales trap that means no sale for you in either case. Both responses sound logical. You're thinking that if they don't have money to do business with you they aren't a good fit, and you should just move on or wait until they do have money. But in most cases you're missing a real opportunity, and you don't even know it.
Realize lack of money is never a real objection. When a prospect tells you they don't have money what they're really saying is that what your offering isn't valuable to them. On a daily basis sales professionals miss the boat by accepting lack of money as a real objection when it's nothing more than a clear signal that you haven't done a good job of helping the prospect to see the value in what you have to offer for them. It doesn't matter who you're talking to or what you're trying to sell them you have to figure out what they really want and why. If you don't you'll walk away empty handed again. Even when a prospect tells you they want more money that's not what they really want. What they really want is what money can buy. Fight your natural instinct to try and sell them more money because 9 times out of 10 you'll show them how to get more money and they'll still say, "no". When you try to sell more money you'll soon find yourself walking away without a sale. When a prospect tells you they want more money you have to find out why they want more money. What would it mean for them, allow them to do, allow them to have, or allow them to be? All logic aside the real driver for a buying decision is emotional. When you hear they don't have enough money, or they want more money you now know you have more work to do to get the insurance sales you want. When you hear these words now you either walk away, or you jump ahead trying to make the sale anyway. Use self-control and slow down and step back. At this point you have to discover what they really want and how having that would impact them. Begin to help them to discover how your solution will help them to make what they want possible.
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