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WEEK #13: CLOSING THE SALE

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"Confidence is the fuel that powers persuasiveness."

The ability to persuade and close sales is still the most important factor in any advisor's career. The fundamental principle of the close is that you must be persuasive and tell your prospect that you want him or her to act now on your recommendation. If you hesitate in doing this -- if you hold back, if you are timid, if you are vague -- you may have many pleasant interviews each week, but you will seldom have any sales. Nothing is more important during this part of the selling process than your confidence, born of thorough preparation. You must have a strategy for closing.

We teach the following five-step strategy for closing:

  • Step 1 - Owner Benefits. Make summary statements regarding owner benefits. "We feel, and we think you'll agree, Bill, we have ..." "First, this plan ..." "Second, our plan provides ..." "Finally, the plan provides ..."
  • Step 2 - Final Look. Place the proposal in front of your prospect and ask him/her to give it a final look. Listen and watch for opportunities to encourage and reinforce your prospect's realizations regarding various facets of your plan's owner benefits.
  • Step 3 - Strategic Move. Ask two questions with the first being a controlled question. By that, we mean the response you'll receive is predictable, one that almost invariably gets a favorable response. "How do you like the work we've done and the plan we've personalized to you and your family?" (Record name of plan on application.) "Secondly, are you comfortable with the amount based on your current budget and the dollar range you suggested we work with?" (Record amount on application.) You'll often meet some resistance in asking about the amount. However, you have positioned yourself to close the sale when you received a favorable response to your plan. The important attitude to develop and maintain is that the sale must be closed; it seldom closes itself.
  • Step 4 - Prospect's Idea. After you record the amount on the application, move to secure consent on a minor question. This gives prospects control of the idea to take action on your recommendation. You can say: "Bill, would you prefer to handle the premium annually or on our monthly check-o-matic?" People love to buy but are reluctant to be sold.
  • Step 5 - App with Check. After the question regarding how the prospect wants to handle the premium, you move ahead with this statement: "Bill, I need your check for $1,027 made payable to (company)." Next in importance to the early minutes of the initial contact is the time when you ask for the check for the initial premium. This should be done in a very matter-of-fact manner. Once you get the check, you are properly positioned to complete the application in its entirety. You get the check, then fill out the app.

Carry this Pocket Reminder with you. Read it several times a day. Memorize it. We believe you'll beat last year's performance!

Get things done in 2021!

Kinder Brothers International



 

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