My selling technique is certainly not special or unique or magical. It is straightforward. What I attempt to do is introduce myself to a prospect as someone who is interested in what he or she is trying to accomplish. I guarantee that I will listen to the prospect and provide expert advice based on his or her objectives.
I always tell my prospects that I will not send them birthday cards, pens or calendars. I don’t have the time or the inclination. What I do give them are three promises that I live by in my business, and each promise has a direct bearing on my relationship with the prospect.
I am honest. I tell the prospect he can verify this through any existing client or through references the prospect may request. I will always give the prospect a straightforward response to his questions and explain to him the advantages and disadvantages of each product. I tell the prospect that it is important for me to sleep soundly at night and never have to fear returning a phone call. Honesty permits me to do this.
I am accountable. Once someone has trusted me with such treasured possessions as his money or the future well-being of his family, I am working for him and am accountable to him. He becomes a significant part of my business life.
I offer good advice that is best for the prospect, not best for me. His needs come first, and I will provide the best product I have available to address those needs.
What I do by making these three simple promises is let the prospect know that I am a professional, ready to go about my job in a straightforward, competent way. It reassures the prospect that I am not there because I need to be, but because I want to be.
Editor’s note: The preceding Million Dollar Sales Idea was originally published in the July 1989 issue of Life Insurance Selling.
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