The last time I did this I got a not so friendly letter from the guy’s attorney suggesting I get off his case, OR ELSE. But I am sick of life insurance agents being trained how to close sales, even knowing that sales close themselves if you’ve answered all the questions. If you have met a life insurance customers expectations with product knowledge and professionalism there should be nothing else needed, but daily there are invitations to webinars for life insurance agents. They are offered chances of how to pull that sale out of the crapper even though it was their own lack of experience that put it there to start with.

So today we hear from Mike at Rapid Learning Updates on “The Psychology of Sales Language: Coaching your reps on what to say to get the sale.” Notice it didn’t say what to do to earn the sale or the Psychology of Explaining and Believing in Guarantees. It’s all about sales psychology. Psychology always raises the red flag for me of reverse psychology as in getting someone to do something they really didn’t want to do by suggesting they look at it in a completely different way. In the case of sales the truth is that the completely different way isn’t always up front and honest and/or best for the client. It is simply a sales tool.

So how do these people view you as potential valued customers? How do they feel about you as fellow human beings? Are they putting the sale before you or do you believe that they really know better than you what you need and at what speed you should decide to buy it? Here’s a brief overview of their itinerary:

What will I learn?

  1. What holds sales reps back from saying what they need to say to move the sale forward
  2. 7 key phrases that every salesperson should know
  3. What research can tell us about why these phrases are so powerful
  4. An easy-to-implement model that you can use to coach your reps on effective sales language

What if we turn that around and ask?

  1. How much money does a rep make if he can overcome that urge not to push for the sale
  2. What would happen if there were 7 key phrases to assure the client you understand what it’s like to be on their side of the table
  3. What can research tell us, not about powerful, but moral and friendly
  4. An easy to implement model to coach your reps in the do unto others

Bottom Line. If you aren’t being treated well in the sales process now, it won’t get any better. Once the sale is done your life insurance agent will feel empowered to drive you in whatever direction they feel is best for them, not you. They will choose to offer ongoing customer service only if it benefits them, not you and if it doesn’t benefit them they won’t do it at all. If you have questions or want to get another take on what your agent is proposing, call or email me directly. My name is Ed Hinerman. Let’s talk.


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