Insurance sales consumers often baffle agents as who is the purchase maker in the household. The method of getting this sales answer is by using the top consumer question, exposed in this article. Here is a 100% accurate tip to expand sales closing ratios.

Many insurance strategies go into complex subjects like getting favorite responses when handling objections from consumers. Whenever I had an appointment involving a couple, I immediately wanted to know which of these people was the decision maker for purchases.. My consumers sales question was answered 100% of the time accurately. This is critical. Once you expose the deciding consumer purchase maker in the household, you know how to adapt your presentation to focus on this one individual.

I suppose you would like to know what this top sales tip is. It is an indirect question, providing the answer without your prospective clients knowing they revealed this key factor to you.

Here is the question. 'I was just wondering, when you received this invitation in the mail to have a discussionl, which one of you sent it in?" On the other hand, you could be just as accurate, yet bolder asking, "Who handles the mail in your house?"

The reason for asking this question is that in each home there is one person in charge of the mail. This is the person, who determines what mail is looked at, which pieces are pitched, and which offerings are filed for further evaluation. Last week while peeking at the stack of mail I noticed a timber company looking to purchase certain hardwood trees. Having 55 acres on our homestead, I intended to place a call to the firm, as I needed some large trees cleared and would not mind receiving a few bucks for it. Upon inquiring with my bride where this piece was, I was informed, "Oh that postcard didn't seem important so I probably pitched it." This illustrates clearly, who makes the mail decisions in my household.

After reading a recent article it confirmed by beliefs that the mail-handling person is also the one who pays the bills, and does 85% or the principal shopping. An even higher amount of the check writing and chief impulse financial buyer duties goes to this same main consumer. Do not assume you know the answer! When I was selling insurance, usually I assumed it was the woman, and was right the high majority of the time. If I wanted to be absolutely sure, I just needed to ask the question stated above.

An insurance selling pro realizes an insurance sale is initiated when a couple mutually confirms that there is an emotional need. Then here is what separates the pros from the green horned rookies. This is what makes the sale happen. The agent must understand that the emotional need must be connected to an impulse to buy right now, without any delay. This is why the experienced agent does not get sales question objections. The decision maker is target marketed.

Look for the clues and ask the questions. Upon entering a house, I immediately looked to see if there were any cutout coupons stacked up. If not I asked the top question what would 100% tip me off to the decision buyer. I asked the decision maker, about the person's favorite hobby, and gave out simple sincere compliments, heavier to this one person.

I write down the insurance products top three benefits for most clients. I then reverse the yellow pad. tilting it usually at the wife Then I ask her to check off the most important benefit. I modifiy my presentation completely. If I am offering life insurance, instead of asking the husband about amounts and protection needs, I often directed my selling points to the decision making spouse. I ask her how much she would need if her husband died and what the money would be used for. On medical insurance, I askher if there were enough liquid cash money assets to cover treatments. Then I inquire how she feels about insurance helping her to make the medical bill payments.

If the husband asks why I am directing so much toward the wife, I ask, "Would you be willing to help me also with this, okay?" Should he answer "yes", then I just sunk the baited hook firmly into him to help me make the sale.

Going for the close I look at the wife, saying, "Would the basic plan or custom plan fit your needs better?". In closing, I look directly into the spouse's pupils and ask if they preferred to pay annually like most people or every 3 months. If you want to have a 65% to 90% closing average, you first need to be 100% sure of who is the decision maker. Once that is established fine tune your presentation to their needs, and the ability to handle the budget and write checks. Extra tip: The wife will more often choose a higher premium plan that the husband.

I intended to give you only the top trick for determining accurately the key consumer decision maker. Instead, I ended up releasing a pile of tips for increasing your closing ratio.

Well published author, Don Yerke likes to concentrate on what you don't know or what no one else dares to print. Tell it like it is.

Watch for his new paperback book debuting on Amazon this summer. It is loaded with great insurance marketing, brokerage, sales, and recruiting information.

Come and get your FREE "Think and Grow Rich" Ebook by Napoleon Hill instantly.



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