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Here’s our dog again . . . and this time he’s reminding you not to talk right through a buying signal!
For example, you’re part way through your sales interview, and your prospect says, “This is exactly what I’ve been looking for.”
You’ve worked hard on this presentation, and you’re proud of it, so you say, “Wait until I show you this next part.”
You’ve just fallen into the “Don’t Buy Yet, I’m Not Finished Selling” trap.
Your prospect just gave you a serious buying signal. Pull out the paperwork and say, “Great — let’s get started.”
When an interview is going well, your prospect will always give you buying signals. Listen for them!
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Please mention my name when you talk to a Referral Resource as they have promised to take special care of my readers. My only request is this: if a Referral Resource helps you get the sale, place at least that case through them; otherwise, you will be taking unfair advantage of their generous offer to InsMark licensees.
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Robert B. Ritter, Jr. Blog Archive
Sorry, I strongly disagree. Even a “strong” buying signal does not necessarily mean the client understands the IUL product or the substantial risks associated with it. If they don’t, can’t or will not understand but still want to buy, I pass on the sale. Many years have thought me not to deal with ignorant people – they are dangerous.
Peter, you assume too much.
“Great — let’s get started” does not preclude you from having a comprehensive discussion of the risk/reward aspects of the transaction as part of you closing – including deciding not to complete the transaction if your prospect turns out to be too obtuse. That said, it would be foolish to ignore this individual’s buying signal and not take the interview to a different level.
Thanks for taking the time to comment. Bob Ritter