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November 01, 2009 at 08:00 PM
If you’re not closing as many sales as you’d like, you need to listen to what you are saying and figure out whether even you’d buy from you. Sounding like a salesman kills many sales. How often have you heard and dismissed pitches that talk about their “24/7 service” or one of the more popular bad closes, “What would it take to get you to sign today?” And yet these worn-down lines are still used and the folks using them wonder why they aren’t selling more.
If you sound like a salesman, then you need to spend some time figuring out why people buy and not how to sell them. What it comes down to is people are ultimately motivated by hope, fear or greed, and getting the prospect to act on any one of these results in a sale. You need to determine which product features trigger which motivation and which motivations are in play with the prospect.
The benefits of tax deferral
An annuity product feature is tax deferral. What tax deferral means is you will have more interest compounding due to no current taxes paid (greed) and that means more money available for the future (hope) making it less likely you run out of money (fear). The surrender charges mean you have a reason to tell your wayward son why you can’t give him another loan because your money is all tied up and can’t be touched (I’m not sure whether this would be greed or spite). Take some time to look at the product features and see what emotional motivations they address and then create your own lines because you have to believe them.
