Have you been frustrated at not being able to close a sale? How many times have you felt the unbreakable wall between the successful close of a sale and your efforts to sell? How many times have tried to explain product features and were told by the customer that life insurance endowment gives low returns and therefore the customer is not interested? How many times have you tried to convince your customers the need for long term financial planning only to be told that they do not have money? How many times did you ask your customer about his other investments only to be told that this was confidential information?

Selling life insurance can be very frustrating. But successful agents are not frustrated. They enjoy selling. Successful agents enjoy selling because they sell DIL SE – FROM THE HEART! Following the Dil Se approach in selling will get you the professional and emotional trust of customers. In the Dil Se approach you do not sell, the customer buys. How does that happen?

Dil Se approach is one where you involve the customer by asking the right questions. Questions that lead the customer to reflect, think and “see” his future liabilities. For example: “What are your plans for a post-retirement life?” Questions such as these lead to a discussion on how the customer wants to live a post-retirement life. This discussion will lead to an assessment of the costs of living post retirement and therefore the amount of money that has to be saved for the purpose.

Don’t tell a customer his or her post-retirement needs. Let the customer talk about it for a reasonable period of time. In this period a realization will dawn on the customer that there is an urgent need to plan for the future. This realization is important. Your telling the customer is not important. In fact if you tell the customer it is more likely to back-fire leading to many insurmountable objections.

Many frustrations we face in the market are because we tell customers what to buy, why he or she has to buy, how much to buy, etc. The Dil Se approach is from your heart to the heart of the customer. Make the customer see his future needs, feel them, and get the customer emotionally involved in future needs, as all successful agents do. DIL SE!