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Most of the agents we talk to will tell us, “I do not have a problem closing sales once I am in front of prospects! I just need more prospects!”

However, what most of these agents do not realize is that if you call enough people, then you will always find a few people who need your products and want to buy right now. So now when you meet with them you will close almost every sales appointment. Because they are an easy sale. But they are usually a smaller sale!

Do You Need More Prospects?

The main problem is that you will have to call a lot of prospects, if you want to find the few people who need and want your products right now! Most agents are lucky if they can set an appointment with one out of every 10 people they talk to. Which means you will have to call 100 people to set 10 appointments. So yes, you need a lot more prospects, if you want to make more sales.

However, There Is A Much Better Way!

Now, let’s take a good look at what the top agents are doing. They are setting an appointment with almost everyone they talk to! Why? Because they know that setting an appointment is really their first sale to their prospect. They know that everyone out there has financial problems, whether they are rich or poor. So, they do need our products and services.

(Related: How to Sell More by Finding What Your Clients Need)

They also know that if you ask your prospects the right questions, and you get them to talk about the problems they are facing, then your prospects will want to set an appointment, and they will want to act right now.

And usually it will be a much larger sale. Why? Because the more you get your prospect to talk about their problems, then the more important it is for them to solve those problems.

Remember people buy to avoid pain or to gain pleasure. The most important or effective sales approach is to do both. Help them to avoid pain, while they gain pleasure.

Your goal in setting the appointment is to ask the right questions to help your prospects to see the pleasure they wish to gain or the pain they wish to avoid. And then show them how you can help them to avoid that pain and gain the pleasure they seek.

Does that make sense to you?

What Are the Questions You Should Be Asking?

What questions should you ask your prospects, so they will want to set an appointment with you?

You should always ask open ended questions. Your question should begin with “who”, “what”, “when”, “where”, “how” and “why”. Remember an open-ended question cannot be answered with “yes or no.” They will require your prospect to tell you what they think… What they want… And then how they feel.

First, you will want your prospects to agree that they have a problem. So, you will want to start off with a simple set of questions. You might ask, “What would happen if your family lost your income?” Wait for their answer. Then you might ask, “How do you feel about that?”

Remember, when you ask them a question, close your mouth and listen. Do not think about what you are going to say next. Listen to what they are saying, and do not speak until the prospect is finished talking.

An important lesson that I have learned in insurance sales is that most people will tell you everything you want to know. All you will have to do is ask them in the right way. People love to talk about themselves. And they will tell you all about their current situation, problems, likes and dislikes. Sometime more than you want to know! All you need to do is to ask the right questions… in the right tone… and in the right manner.

Do You Really Need More Prospects?

So, do you really need more prospects? Or do you really need more sales appointments from the prospects you currently have?

Is the reason you think you need more prospects because you are not as good as you could and should be at setting appointments? Which is all about you improving your sales skills, so you are helping your prospects to want to solve their problems!

How much harder is it for you to find enough prospects who need and want your products? Would your life be easier if you could learn how to set more appointments with the people who need our products? So, they want to take care of that need right now?

Albert Gray, in The Common Denominator of Success, put it this way: ”Any successful life insurance salesman will tell you that it is easier to sell life insurance to people who do not want it, than it is to find people who do want it. But, if you have not deliberately formed the habit of prospecting for needs, regardless of wants, then unconsciously you have formed the habit of limiting your prospecting to people who want life insurance and therein lies the one and only real reason for lack of prospects.”

Stop wasting your time and money searching for hundreds of prospects, so, you can find the few people who need and want your products and services right now.

Instead, focus on turning all of the many people who need your products and services and don’t know it into people who want your product and services right now.

— Read The Top Secret to Closing Life Sales (or Any Sales) on ThinkAdvisor.


Lew Nason Lew Nason
Jeremy Nason (Photo: InsuranceProShop.com) Jeremy Nason

Lew Nason and Jeremy Nason are the founders of the Insurance Pro Shop and the creators of the Found Money Management Advanced Life Insurance Sales System. They can be reached at (877) 297-4608.