Pressure

The old-fashioned, pre-conceived image of a salesperson is their use of high-pressure tactics.  In today’s marketplace there is no tolerance for that.  However, any time a salesperson is making a proposal that requires a decision on the part of the prospect, there is pressure created within the prospect.  Internal pressure to make a decision must be resolved.

Many successful life insurance professionals have used the following basic four-step approach to successfully selling life insurance.  This method will help create internal pressure within the prospect.  The decision to purchase life insurance often creates internal pressure and we should be sensitive to the feelings of our prospects.  However, it is a powerful motivating force for good.  Remember, for many families, owning life insurance can mean the difference between financial security and financial disaster.  Using an approach that is not based on pressure from the agent, but one that creates internal pressure within the prospect is sometimes what is needed to produce a desirable result.  The four-step approach to successfully selling life insurance follows:

1.  Have a predetermined, probable need that is apparent for a given prospect.

2.  Approach the prospect with a series of carefully designed, pertinent questions, which lead the prospect to discover and expose a need and agree to consider a solution.

3.  Ask more questions which will lead the prospect to name penalties for non- fulfillment of personal aims, by neglecting to protect oneself and their family.

4.  Present an ideal solution to be adopted by your prospect.

This approach will help insurance professionals make a difference in the lives of their clients by creating an environment where the prospect is approachable and motivated to accept their recommendations.

The internal pressure for many prospects is in reaction to their question: “Will we be all right?”  YES, with your help, they will!