Most agents are in a great hurry to close a sale. Every time they visit a prospect, they expect to complete the sale and return with the premium cheque. The customer, on the other hand, is no hurry to buy. Doubts after doubts are raised and the customer takes a long time. In the meanwhile,… Continue reading Connect, Do Not Sell
Let me correct myself. The type of objections we face in the sales process is because of what we say, how we say it and when we say it. When we make our points A very important point that we wish to make if it is made without an adequate introduction to the point creates… Continue reading Objections Arise because of What We Say
In life insurance selling there is only one challenge – objection handling. Objections come in the way, as a hurdle, of closing a sale. Once you learn the product and standardize your sales process, the learning is for a lifetime. However, this is not the case with objection handling, you need to regularly practice your… Continue reading The Only Challenge
When we start learning how to handle objections we normally are taught a few smart responses to handling objections. For example it is said that one of the greatest life insurance agents, Ben Feldman, once went up to the secretary of a big businessman and asked her how valuable the businessman’s time was. Ben Feldman,… Continue reading Smart or Tactful?
There is a world of difference between “handling” objections and “answering” them. In most cases ‘answering’ objections leads to more objections and very often makes selling impossible. If you are in the habit of “answering” objections, the Course SHAKTI for Objection Handling is just for you. We will teach you which objections are to be… Continue reading Do we handle objections or answer them?
In most objection handling techniques that are taught and practiced, the main method is to put your point of view across, no matter what the objection. Putting our view across to the customer is nothing but arguing. Arguments do not win contracts. Is this how we handle objections? For example if a customer says he… Continue reading Do you end up arguing?
Welcome to India’s First Online Coaching Program on the Principles of Objection Handling Individual Attention GuaranteedIndia’s only mentoring program in Life Insurance Sales Training Learn the Technique that can be applied to many objections you faceLearn the Technique that the Masters Use Course starts on 5 NovemberLast date for registration 4 November Fee Rs. 2950.… Continue reading Course on Objection Handling
Have you been trying to sell life insurance to a HNI? Don’t. Death Benefit is not what HNIs want to buy HNIs are not inclined to buy life insurance. A successful person does not want to hear of death. He or she wants to hear something more positive. A person who is not a HNI… Continue reading Human Life Value Part II: Selling to HNIs
Building customer trust is as much of what you should say and do, as it is on what you should not say or do. On 13th April I had written on a strategy (Read Corona Strategy 3 )to follow for building customer relationship and customer trust, on what you should say or do. This article… Continue reading Corona Strategy 4 – Do not even attempt meeting the customer NOW
Explain the fall in NAVs and exit strategies to your customers Identify the customers in your list who have made mutual fund or ULIP or share investment. Explain to them how to decide whether to remain invested in the MF or ULIP or share. In this article I give you a scientific way of going… Continue reading Corona Strategy – 2
