A salesperson in insurance quickly discovers that most insurance sales are driven almost entirely by the prospect’s key emotion. When this emotion is found and illustrated with benefits for the client, it is what drives them to purchase from you. Only two of the six emotions that drive people to purchase insurance are greed and happiness. It is rare to concentrate on happiness from the beginning of a sales presentation. It’s a learned skill. This is how emotional selling makes sales.
HAPPINESS Is The Opposite Emotion Of FEAR
Failure to achieve happiness can lead to fear and other negative emotions. Consider the billions of dollars wasted each year on unhealthy diets. These people will sacrifice their money to live a happier life. You can achieve happiness by focusing on the positive emotion. Fear however outshines happiness. The prospect will see the fear of not being able to close a sale as a beacon light. They want to purchase from confident, happy sales representatives.
LIFE AGENTED HAPPINESS
Few salespeople are confident enough in their own happiness. These promising agents live in what I call “happy discontent”. They are content with their career, but not happy that it is igniting any sales. This stage often sees the life or health agent as their biggest enemy. Focus on the client presentation only and forget about all of your business and personal problems.
WHAT THE PROFESSIONAL AGENTS THINKS
Professional insurance sales people feel like they have already closed a deal. A professional sees a sale made before even meeting his prospect. Presentation is a simple matter of putting the product in place. From the beginning, his sole focus is to ensure that his client is satisfied with the product. He makes them worry that if they don’t buy now, they might lose their chance to find satisfaction. Both sides are relieved of stress by this approach.
SETTING THE STAGE
People are drawn to sincere flattery and can never have enough. Before you start your insurance presentation, make sure to take the time to get to know your prospect and take an interest in his hobbies. You gain big instant points payable later.. Your selling style is more important than the product you are selling. You will find that happiness is a more desirable product than the one you sell. A typical Joe seller believes that it takes a lot of logic, intelligence, qualifications, and superior products to sell insurance. Selling insurance is not a career for the average Joe.
EXPERT SALES PRO
The expert surprises the prospect by showing them an unexpected approach to their presentation. The expert will tell the prospect that it is not their fault and blame someone or something else for why they haven’t purchased your product. The person who seeks happiness doesn’t want to be blamed. You have the bright side to getting the right result. You will find a solution that promises to change the world, regardless of what happens in the real world.
KEY QSTIONS
Salespeople are taught to ask their clients if they would be willing to purchase his product if it solved their problem immediately. This is a terrible idea! This is a match that has ignited tension that could explode against your face. Your prospect will be more likely to say yes if you ask them optimistic, dynamite questions. Ask lots of questions that end with “is that right?” “Don’t you agree”, or “sounds right to you, how about you”, or “does that make sense?” You can get the prospect to agree by simply saying yes. To achieve happiness, closing the sale is as simple as saying “yes”. Is that not correct?
TAKE AVANTAGE OF NATURAL INSTINCT
Happiness is something that people feel compelled to seek. People feel compelled to find happiness. What are their desires? Give the client the motivation to use the opportunity that you offer. It doesn’t matter if it is a once-in-a-lifetime opportunity that they accept or reject. If you present your offer with sincerity, prospects will not hesitate to take advantage of it. Don’t tell prospects that you aren’t coming back. This will make it difficult to offer your product to people who are ready to enjoy the happiness that your product offers.
Insurance prospects are generally indecisive. Tell them what to do. Ask them to make the sale by asking, “Is it okay if you give me some information so we can start?” Your mind should already have a picture in your head of your client buying your product. Happiness is another sale that has been completed.