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This little known sales secret of closing on the objection is not taught in any insurance sales training schools. Learning how to use it can be a career changing moment.
If you are selling insurance, or for that matter anything, you must be able to close the sale.
There are a number of different methods taught on how to close a sale, but this "closing on the objection" concept can work for just about any type of a salesperson. In my case, it really helped make a big difference in my personal closing ratio numbers.
This concept was one that I came across early in my career.
During my first year of selling insurance i purchased a sales training program called “closing on the objections.” I listened to the tapes and went over them several times and it just never made sense to me.
Being a rookie in the Insurance business, I am saying to myself: “this closing on the objection concept actually wants me to stop moving forward in my closing presentation, and start talking with this client about his objection.”
I just could not wrap my head around this closing concept idea.
That is crazy. Why would you want to start discussing the client’s objection with him or her. I really did not want to go back there. I did not want to add fuel to the fire and compound more problems.
"Then the light bulb came on"
Let’s take a closer look at how this concept works. But first, Lets look at some of the things that happen in any closing situation.
I have even seen agents get into a debate or an argument with the client, and they don’t even realize it. How does that saying go “win the battle, but loose the war?”
The insurance agent closing technique I was taught in school seemed to be the easiest and best approach:
I wanted to stay on course using the 3 step method I was taught, to close:
Sure the above 3 step closing process works some of the time, but what really happens in most instances is we simple miss the whole point of what that person may be trying to ask you. We then try several different closes, as shown above, to no avail and we then get frustrated.
What we need to understand is that when a person gives you an objection, they may really be saying:
The same is true with this concept of closing on the objection. Don’t try to avoid it. Jump in there and find out what is really happening inside of that prospects mind.
Let me again repeat what I said in the beginning.
“What happens when your prospect starts to object to buying your product?"
In most cases, before your prospect is done objecting, you the agent, are already thinking about what you are going to say to the prospect, and this causes you to immediately stop listening to what s/he is really saying. I learned that this was a bad habit that I needed to correct. I needed to learn to listen.
You must listen, and only then will you learn how to ask the right insurance questions to close any insurance sales.
So that you have a clearer understanding of how closing on the objection actually works, go to the second page of this article to learn more about this closing skill. i have also included a couple case studies for you to review. see a couple examples of how closing on the objection actually works.
As always, I hope that these insurance marketing ideas will help you make more sales. Selling Insurance should be fun.
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