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 Posted: Tue Sep 02, 2008 3:07 am Post subject: |
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I concur with the view that spouse involvement and decision is important in estate planning and financial planning when we need to look beyond protection needs to also cover other aspects such as wealth creation, accumulation and distribution.
A thorough estate planning and financial planning requires extensive fact find and before an agent can make the customers comfortable enough to disclose some very personal and private information, the agent must be able to build solid relationship with the customers and gain their trust.
Some agents adopt financial planning and estate planning approach in selling. Though the process is lengthy as it takes time to build trust, it is rewarding too.
Some agents may adopt a different approach to first turn the prospect into a customer and then from the customer to become a client. It is easier to get the prospect to first get himself a protection plan before we proceed to talk about other financial needs by doing a thorough financial or estate planning.
It is a matter of strategy. If an agent is of the view that it is utmost important for a customer to immediately get protection, then no harm done if the customer decides to take up a protection plan for himself simply because he wants his family to continue to have income even though he is no longer around.
The customer makes the purchase decision because he sees his responsibility being breadwinner of the family members to provide food and shelter whether he is around or not.
If the intention is right and everybody's conscience is clear, spouse's approval may not be necessary. After all, insurance is always gift of love. We don't seek our loved ones' approval before buying gifts.
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Xoseph
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| Posted: Tue Sep 02, 2008 11:00 am Post subject: |
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| Quote: | | Some agents may adopt a different approach to first turn the prospect into a customer and then from the customer to become a client. |
See, there are different approaches adopted by different sellers from time to time. Approaches would largely be influenced by economic downturns & availability of resources. As we have often discussed how the different databases are generated in the world-market targeting people of different economic strata, agents now-a-days would need to have a good bit of product knowledge since it is the best way for them to judge which product-line would suit best for which class of consumers. Once you opt for a cold-calling process & succeed in convincing the other party, you have him as your 'customer'. The next time you appear into the market with a different product-line you should be targeting those you've already won over with your initial product-line. It is a time-tested experience with one and all that converting those who have already signed-up with you have a greater success probability than the brand new prospects.
Regards, Fatman |
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fatman
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| Posted: Tue Sep 02, 2008 11:18 am Post subject: |
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Hi Fatman,
When you have mentioned about the sourcing of databases, it urges me to share with you all how different classes of databases are flowing in the market. As you have rightly taken up the issue of databases designed to target specific economic strata, I'd like to share how such target-oriented databases may differ from one another both in terms of quality & pricing. There are different sales-processing agencies who are queuing up records solely on the basis of performance upon targeted products. While comparing sales performances on similar kinds of products it is evident that some outsourcing units in the world sales-market have the capital-funding to purchase costlier databases than the others. Since the tried databases are of no good in today's dynamic world, they are mixing some good leads with the tried ones to create mix-performance databases for the mid-economic business outsourcing units. Regards, Evan |
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evan
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| Posted: Sun Sep 07, 2008 12:22 am Post subject: |
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While it is true that objections can be broadly categorized into 4 groups, it is important for an agent to manage each objection seemlessly and confidently.
If an agent shows any hesitation in responding to an objection, the customer may form a certain opinion in the agent's ability to provide him/her with good advice.
In fact, rarely any customer gives no objection before making any purchase, even though the agent has gained his/her trust. Probably giving objection is one way the customers use to test agent's competence.
Has anyone come across customers who said "Let me discuss with my existing agent."
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Xoseph
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| Posted: Sun Sep 07, 2008 5:17 am Post subject: |
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| Quote: | | You just have to convince them to buy from you |
Thats right!
This is where we'd lose more often. Many of us would show up a good product knowledge in front of the prospective customers & that too quite confidently!
The only thing that we forget at this transitional phase is to effectively compare our benefits with that of the competitors'. This would only happen due to the fact that we'd often forget to gather as much knowledge on the competitors' product or service as much we do for our own. Roddick |
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roddick
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| Posted: Sun Sep 07, 2008 7:23 pm Post subject: |
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| xoseph, I have not come across that objective, how would you handle that? |
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lisar1208
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| Posted: Mon Sep 08, 2008 5:58 am Post subject: |
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| Yes I'd agree with Xoseph that objections could be classified. That is why it is so very important to follow the direction in which a conversation moves. If an agent shows any hesitation while delivering his product features to the prospect...he is actually hinting on the fact that he is not too confident about his product or service...this is where his competitor might just score better to win over the client. As we have often discussed in the forums before, that its truly important to grab the attention of the customer through being effective within the first 3 mins (30 seconds in case of tele-marketing) of communication...this is when you're actually representing your company & making an initial mark on the prospect's mind which would have an impact throughout the course of the communication. ArindamSenIndies |
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ArindamSenIndies
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| Posted: Mon Sep 08, 2008 6:42 am Post subject: |
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Guys..it is today a tested fact that most of the queries or objections are invited with the trial close. When we are delivering our speech...the customer listens & it is then that we highlight the major benefits of our products n services in order to make sure that the lead is closed without the customer raising eyebrows when we pop up the question of charging him for our services. But in my opinion it is always better to have some of the key benefits or features under the shelf in order to pacify the customer when he is thoughtful about the charges.
We'd need to remain confident, empathize with him...but make sure that we have him on our side with a proper rebuttal which should combine an effective explanation of the cause with another key benefit which we have not shared with him during the course of our speech. I think these delivery-packages have often worked too well & did wonders at times!
Evan |
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evan
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| Posted: Fri Sep 26, 2008 4:27 am Post subject: |
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Had anyone managed to overcome a situation where the customer said, "Let me discuss with my existing agent."
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Xoseph
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| Posted: Mon May 23, 2011 8:26 am Post subject: TskxqYoBUmOfRWKD |
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Common objections 1.. Smashing 
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| Posted: Fri Jun 03, 2011 12:00 pm Post subject: FpUWnIxEbWUBXUQ |
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Common objections 1.. Ho-o-o-o-t
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| Posted: Fri Jul 15, 2011 3:54 am Post subject: MyBcVdoAvGDna |
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Yo, that's what's up truthflluy.
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