Any “objection-free” sales process starts with a thorough fact-finding conversation.
As insurance and financial services professionals, we’ve been trained to work by appointments and to chase the metric of at least 3 per day; anything less isn’t successful. Not to say that way of thinking doesn’t work, but is it the most efficient?
I believe advisors should focus on having more conversations. You can have way more conversations than you can have appointments.
Instead of thinking in terms of appointments, try thinking along the lines of, I must have as many informal fact-finding conversations as possible during my work day.
In our ebook Your Roadmap to Success, we highlight 8 sample fact finders and provide you with a form to use as a checklist of questions to ask when trying to close a new client.
You’ll get access to:
– A webinar training
– You’ll learn how to see previously hidden opportunities
– Sample one-liners to use to start the conversation
Those are just a few; our ebook shares more information and will streamline your closing process. It’s the easiest way to get all the information you need to ensure an objection-free close.
If you haven’t yet, make sure you grab it here:
Think about the imagery associated with appointments…
What comes to mind when you hear that word?
Your doctor or dentist?
Yea, probably not something that excites you. People don’t want to come see you for an appointment.
That’s why informal fact-finding conversations work so well; and not only when you have an appointment, you can turn everyday encounters into a prospecting conversation:
– Parent-teacher conferences.
– Standing in line at a coffee shop.
– When a prospect calls to inquire about your services…don’t just answer their question, turn it into a conversation.
Are you starting to see the opportunities? They are endless. I’m sure you can think of countless other scenarios that I haven’t mentioned.
We live in a world that has more opportunities than any time in history. It is one of the best times to be a financial advisor.
– Eszylfie Taylor