Thursday, November 28, 2013

Understanding How Emotional vs. Rational Purchases Can Lead to More Annuity Sales

The process of assisting clients has to be filled with patience. Customers haven’t developed their deep-rooted emotional attitudes about money overnight, so developing affections for annuities won’t happen immediately either. This is why it’s important to listen. A successful financial professional will discover what motivates clients to action, learning their goals, objectives and preferences. When this sales process is used, the client can begin to feel more comfortable and may be more willing to look at different products.

When sharing information about fixed annuities, make sure the product fits the client’s needs. Don’t be afraid of objections, as this can be a normal part of the selling process. Approach the concerns with patience and understanding. As a financial professional, you need to be willing to discover if there are any fears. Then you can help guide the client through the process of discovering what’s factual.
Once you have informed the client, a seed has been planted. Then give the client time to think about it. Continue to send articles, newsletters and other items that provide added information. Be patiently persistent and make sure they know you’re there through the long run, and eventually, the client may be able to better understand fixed annuities and their value. Trust and understanding are good partners.
For more information about understanding the emotional vs. rational sales process, you can access the full article by filling out this form {link here}.

For financial professional use only. Not for use with consumers.