The perfect sales pitch delivery doesn't happen on the day of the pitch. The fertile ground that is sown during the initial discovery meetings with your clients AND how exactly you sow that seed will determine your success.
In fiancial planning and insurance sales this involves you as the professional adviser enaging the client on:
- areas of discomfort for a client and doing this early in the engagement process removes/reduced barriers to change
- sharing commonalities, shared experiences, shared values and aspirations
- winning their heart and mind by showing that you understand their point of view AND that you have had experience dealing with the situations they face
THIS IS NOT THE TIME to share with them a diatribe on your education, experience and your financial services guide. (We expect of course there is some compliance requirement that has been met appropriately).
THIS IS THE TIME TO:
- question them on why they have not taken action before
- their experiences with the provision of advice
- sharing your story with them about what you have done to insure and plan for your family
- what experiences your other clients have had and NOT how you dealt with and provided solutions BUT rather how they felt when the solution you crafted was put in place
You NEED THEREFORE
- to adopt the techniques described in how to use the family tree technique
- to tell your own story
- to tell compelling client stories - insurance claims are key here
- to engage them on values
- to verbally acknowledge the barriers they may have and respect them
A well crafted client questionnaire such as those now available from Positive Client Engagement will be a success guide and tool for you and an assessment for a client that can lead with your help to outcomes that are transformational.
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