Why do prospects buy? This is an age old question, and truth be told, sales people have tried numerous methods to try to get prospects to buy. But unfortunately, these methods are generally traditional, canned, weak, and predictable.
Prospects are Tired of Being Sold
Seriously, how many times do you think a prospect has heard the old feel, felt, found story? How many times do you think they have seen "the Franklin Close" on a legal pad?
Let me fill you in. They have seen it so many times that they can probably do it better than most sales people. As well, most prospects aren’t concerned with how others feel. Honestly, they aren’t interested in what you have found if it pertains to anyone other than themselves.
The Real Reason
The problem that the prospect is experiencing is the most important reason to them. They are far more compelled to fix their problem first, before even thinking about someone else’s problem. The problem that the prospect is experiencing is what emotionally compels them to buy. The prospect's problem is often emotionally based.
The key to finding any prospect's reason for buying is to uncover the gap between what they have and what they want. This is the exact reason that financial advisors and insurance agents must use the best sales techniques by having a systematic, prospect-centric, question-based, non-traditional approach. This approach must help the prospect clearly identify their problem, understand it, and own it. At this point, and only at this point, is the prospect ready to buy a solution. Until they discover it and embrace it and own it, they will have to be sold because they are not properly positioned to buy.
Find out how to position Indexed Universal Life (IUL) in a way that compels clients to take action.
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