3 Little Known Ways To Close More Sales

Product Schmoduck! That’s what a BIG producer told me recently. I wasn’t sure what he meant, so I asked.

What he responded with was some of the best insight about lead generation and marketing I’ve heard all year. The gist of which is, “give people what they want.” Don’t push product. Be a problem solver and a dream helper.

I have been giving very similar advice like this for years. But to hear it directly from a Top Producer’s mouth was poetry to my ears.

Humans in general take action for 2 main reasons: to gain pleasure or to avoid pain.

That’s it.

People don’t get excited about products. They only care what the product will do for them. Never ever forget this lesson. Quite frankly, you need to be using this lesson every single day.

In fact, here are 3 little known ways to close more sales…

#1 Listen. Yes, listening is a powerful prospecting tool. And here’s why. Hardly anyone does it. And when you do listen to prospects and clients and then show them a solution to their problem or help them achieve a goal they have, they will refer you to others. It’s as simple as that. Notice I said simple and not easy.

If listening were super easy, everyone would do it. But most Advisors and Agents can’t and they won’t. Don’t make this mistake. Learn to listen. Don’t wait to respond when a prospect is talking. Take notes about what their problems are. Then read your notes back to them to make sure you have clarified what their problem or dream truly is.

Once their problem or dream is clear, then and only then do you offer a solution.

#2 Match your service or product with your prospects biggest problem. Or match your service or product that helps them achieve their biggest dream.

Not is the time to talk product. But, only talk about how your product or service helps them. Don’t go off on a rant about all the different features and benefits it has. This is a common mistake. Prospect don’t care, unless something relates to their problem.

I can’t tell you how many sales calls I have listened in on where the Advisor just talks and talks about how great a product is. And the prospect basically loses interest or gets confused.

And when a prospect snoozes or gets confused…your done. It is nearly impossible to get them to move forward once that happens.

#3 Handle objections. A lot of Advisors think objections are a negative thing. I don’t. And here’s why. To me, objections are just little questions prospects have before they buy. Nothing more.

Objections leads to sales. As long as you handle them smoothly. If you are fumbling your answers or can’t clearly communicate a response to their questions you could lose the sale.

Here is how to make sure that never happens.

Right after your prospect asks a question/objection, give them a buffer response.

3 good buffer responses are…

  1. You bring up a good point.
  2. Thanks for asking.
  3. Good question.

These buffer responses do 2 things:

  1. They diffuse an often tense situation and…
  2. They give you a chance to gather your thoughts.

From there, it’s as simple as answering the prospects question. Keep asking if they have more questions. When they run out of questions. It’s time to move forward with the next sequence of your sales process. Always assume the next step unless the prospect says otherwise.

Related Articles:

The Best Advice on Making More Sales You’ll Read All Week

How to Overcome Any Objection Your Prospects Throw at You

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Brian J. Kay, Executive Director, Leads4Insurance
921 Port Washington Blvd., Suite # 3 Port Washington, NY 11050
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