Insurance Sales: Money & Sales
How do you respond when a prospect tells you they don’t have any money? What do you do when a prospect tells you they want more money? Do you accept these statements as fact? If you do you’re falling into a sales trap that means no sale for you. Even though their statements sound logical you’re missing the critical information you need to make a sale. When you hear that someone doesn’t have any money you think you should just remove them from your prospecting list or you should wait until they do have money. You’re missing a real opportunity, and you aren’t even aware of it.
Realize lack of money is never a real objection. When a prospect tells you they don’t have money what they’re really saying is that what your offering isn’t valuable to them. On a daily basis sales professionals miss the boat by accepting lack of money as a real objection when it’s nothing more than a clear signal that you haven’t done a good job of helping the prospect to see the value in what you have to offer for them.
No matter who you’re talking to or what you’re trying to sell them lack of money is the prospects way of saying you haven’t demonstrated value to them. It’s your job to figure out what they really want and why that’s important to them. If you don’t you have a “no sale”. This is also true if a prospect tells you they want more money. No one actually wants more money they want what money can buy. When you hear a prospect say they want more money your natural instinct is to sell more money. But that is a fatal mistake because you’re going down the wrong trail.
When you try to sell more money you’ll soon find yourself walking away without a sale. When a prospect tells you they want more money you have to find out why they want more money. What would it mean for them, allow them to do, allow them to have, or allow them to be?
No matter how you make decision or how you think other people make decisions the evidence is irrefutable that the real driver is emotional. When you hear they don’t have enough money, or they want money you now know you have more work to do to get the insurance sales you want. Don’t walk away, or jump ahead trying to make the sale when you hear either of these money statements.
Instead you want to slow down and step back. Think of it as if you’re peeling away the useless outer skin of an onion to get to the part that’s living tissue. Peel away and discover what they really want, how having that would impact them, and then you can begin to help them to discover how your solution will help them to make what they want possible.
