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 Posted: Tue Mar 10, 2009 7:00 pm Post subject: The Closing Game. Play It! |
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I want to share with you something that I feel with help you with your closing techniques and make more sales. Just try it.
I want you to play a game that I call “the closing game”.
Come up with every reason why a client should not buy what you are selling. Life, Health, or whatever and write them down. I want you to really think hard of every reason why a client should not buy whatever you are selling.
Examples:
I can’t afford this.
She can’t manage the checkbook, how will she handle the lump sum when I die.
My job already offers me insurance.
Why should I buy from you?
I need to go talk with my wife and husband before I buy this.
Let me think about this and I will get back to you on this.
You never want a client to ask you a question that you have not already thought about and have an answer for.
Next, I want you to over come each one of these objectives that you come up with. Write them down and learn them, until you can answer them within seconds.
Example:
She can’t manage the checkbook, how will she handle the lump sum when I die.
You may be right. How about we make it where she can’t blow the money. How about we give her a lump sum when you die of blank, and give her so much a month and then after so many years give her another lump sum. That way she can’t blow the money. You decide how much and how often the company will send her money. How about we give her $100,000 down to pay for the funeral and some bills and $1,000 a month for 20 years until the kids are gone and the house is paid offer and then another $100,000 in 20 years.
You can play with the numbers. I’m just showing you the point.
If you go ahead and think of every objective that they can come up with and have the answer ready, it will help you.
Sit down and play the “closing game”.
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lifeagent911
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| Posted: Wed Mar 11, 2009 2:56 am Post subject: |
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| The closing game works really well on the phone as well. As corny as it sounds, I enhance all of my agents phone skills by roleplaying from office to office. It makes it much more realistic when you have a phone in your hand and have someone on the other line! |
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ChrisBantly
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| Posted: Wed Mar 11, 2009 8:57 pm Post subject: |
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| Quote: | | You never want a client to ask you a question that you have not already thought about and have an answer for. |
Actually, your presentation should be so complete and comprehensive that the only thing left to do is write up the application.
If the client has to ask you more questions after your presentation,… you've failed.
This is called:
Overcoming an objection BEFORE it's stated in the form of an objection.
There are only four (4) objections.
ALL "other" stated objections are a derivative of one or more of the following core objections:
#1) No need.
#2) No hurry.
#3) No money.
#4) No confidence.
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 My 2 cents worth of stimulus for this thread! 
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GarySpicuzza
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| Posted: Thu Mar 12, 2009 3:27 am Post subject: insurance |
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| I'd rather buy insurance from an Agent/Company who is NOT going to play a game with me. Someone who is just 'straight forward' about things. |
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sdchargersfan
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| Posted: Thu Mar 12, 2009 6:53 am Post subject: |
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| Quote: | | Actually, your presentation should be so complete and comprehensive that the only thing left to do is write up the application. |
Agreed, but when it comes naturally for some the others have to develop it through practice. And, what Bantly has suggested regarding 'roleplaying' is a great idea.
~Jeremy |
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JeremyHolter
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| Posted: Thu Mar 12, 2009 6:56 am Post subject: |
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I've heard people commenting....
*I'm too young to think about insurance. or,
*I'm not going to die soon enough. So, why pay the insurance company? or,
*I think I've accumulated (will accumulate) enough asset to take care of the needs of my family after my death.
Some people would react in a manner as if you're trying to scam their money. 
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neednotsaymore
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| Posted: Thu Mar 12, 2009 9:07 pm Post subject: |
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| Quote: | | I'm too young to think about insurance. |
No hurry.
| Quote: | | I'm not going to die soon enough. So, why pay the insurance company |
No hurry. and/or No money.
| Quote: | | I think I've accumulated (will accumulate) enough asset to take care of the needs of my family after my death. |
No need.
Anymore stated "objections" that are nothing more than a smoke screen for the actual core objection?
_________________
Gary Spicuzza, *SAFE
Copyright 1956.
No Rights Reserved.
*Self Appointed Financial Expert |
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GarySpicuzza
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| Posted: Fri Mar 13, 2009 2:27 am Post subject: insurance |
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| Quote: | Some people would react in a manner as if you're trying to scam their money.
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I would act the SAME way if an agent told me this. It's sad how some Insurance Agents have gone 'down hill' to get what they want. |
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sdchargersfan
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| Posted: Fri Mar 13, 2009 6:20 am Post subject: |
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| Quote: | | I would act the SAME way if an agent told me this. It's sad how some Insurance Agents have gone 'down hill' to get what they want. |
Sd, I don't think its only limited to the insurnace agents. Thre is been a general professional demoralization happened in every sphere of life. Doctors are no longer working on the nobel cause of curing patients, but trying to maximise their earning.
It seems that you have a special disliking for the insurance agents, who may be helping you securing the future.
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neednotsaymore
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| Posted: Fri Mar 13, 2009 10:50 am Post subject: |
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I'm not sure I understood properly  |
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horizon
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| Posted: Fri Mar 13, 2009 11:00 am Post subject: insurance |
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| No...I don't have a dislike FOR some Insurance Agents. I just don't agree with some of the TACTICS they use. And you're right, NEEDNOTSAYMORE.........it's NOT just some Insurance Agents that are 'going down hill'. Other 'professional' people, as you said. I understand people have to do their job in the best way they know how. However.....it's that 'HOW' that bothers me. Some of the posts, I've read, ARE disturbing. |
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sdchargersfan
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| Posted: Fri Mar 13, 2009 5:35 pm Post subject: |
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I think that any profession should practice their skills, before trying anything. I agree with learning the answers to the clients questions, before they ask them. I want an insurance agents that knows the answer to my question without having to think about it.
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bob thomas
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| Posted: Fri Mar 13, 2009 5:59 pm Post subject: insurance |
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| Quote: | | I agree with learning the answers to the clients questions, before they ask them. |
Then,..how would you know what the client's concerns would be if they DON'T ask? |
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sdchargersfan
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| Posted: Sat Mar 14, 2009 4:32 am Post subject: |
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Hey I think you are missing the point here. None of the agents are saying that they are restricting the clients from asking questions. The clients won't come to know about their benefits if they don't ask questions. But I think the purpose of this discussion here is to find the ways to eliminate confusions from the client's mind regarding the need of coverage, which often eclipses the decision making process.
~Jeremy |
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JeremyHolter
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| Posted: Sat Mar 14, 2009 10:04 pm Post subject: |
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I don't want to speak for Gary, but what I got out of his post was the following. A complete presentation, and a professional one, makes a very strong case including a problem and the solution. If a customer doesn't understand what they need and why they need it, then the agent has not done an adequate job explaining.
There will ALWAYS be questions...in fact I would be a little worried if I didn't have questions to answer. However, these questions are to cement the understanding into the client's head...they normally are not objections (unless the person doesn't see the need, doesn't have the money, or doesn't trust the agent).
Professionalism, unfortunately, has suffered a great decline in the last few years. Many attribute it to the fact that salespeople are becoming desperate for sales...and that they are now willing to substitute their own personal success for their integrity. I would challenge, however, that it could be more accurately attributed to the fact that more and more people are realizing how easy it is to take advantage of someone. This happens a lot in sales and gives professionals a bad name. I've said it before, and I'll say it again: I don't apologize for being an insurance agent...nor do I have a reason too. I act in the best interest of my client each and every time and if this means turning them away...then so be it. A commission, no matter how high, is simply not worth having to avoid people and wonder if you'll ever run into them in a restaurant, grocery store, etc.
There is a general lack of accountability in many different industries, one of them being insurance and finance, and the only way that this will change is for the public to demand it. Take a look at what's going on in the news...every day there is a new scam artist that gives all of the legitimate professionals a bad name. We simply have to work harder, show people what we're made of, and be able to show an excellent track record complete with great references. |
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ChrisBantly
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