Insurance Agent Forum

[TDY418]

Don't just touch the head, touch your clients heart.

Don't sell me shoes; sell me style and comfort.
Don't sell me tires; sell me safety and low cost per mile.
Don't sell me books; sell me pleasant hours and the profit of knowledge that my family will be okay if I'm not around.

Please don't sell me things. Sell me ideas, benefits, visual pictures, feelings, self-respect, home life, happiness and cost savings. Please don't sell me things!

Sell benefits, not just features.
Appeal to both emotion and logic
Ask yourself before a call, "What are the major benefits this person may be looking for?"

[al3]

Outside of those communities where the bulk of the populace are functional illiterates, no agent sells anyone anything.

To paraphrase Fox News: "We educate, you decide."

Al

[moonlightandmargaritas]

Originally Posted by TDY418

Ask yourself before a call, "What are the major benefits this person may be looking for?"

Here's a better idea...

Ask the potential client what benefits they may be looking for.

[robliano]

That may backfire if what they want doesn't exist.

As in, I want a low deductible, with $5 co pays, etc. Now you can't provide that.

It may be better to build value based on needs and desires.

Originally Posted by moonlightandmargaritas

Here's a better idea...

Ask the potential client what benefits they may be looking for.

[ins.dave]

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[COLOR=black][/COLOR][COLOR=navy][COLOR=#800080]moonlightandmargaritas[/COLOR] vbmenu_register("postmenu_166886", true);


Re: Please Don't Sell Me Things [COLOR=#0000ff]Go to Top[/COLOR]
Originally Posted by TDY418 [/COLOR]
[COLOR=navy]Ask yourself before a call, "What are the major benefits this person may be looking for?"[/COLOR]
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[COLOR=navy]Here's a better idea...

Ask the potential client what benefits they may be looking for.
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[/COLOR][COLOR=black]Their reply.[/COLOR][COLOR=navy][/COLOR][COLOR=black]“We know what we want. We want the BCBS of FL H.S.A that my sister has.[/COLOR][COLOR=navy]
[/COLOR][COLOR=black]Can you provide it Moonlighter, or are you full of margaritas?”[/COLOR][COLOR=black][/COLOR]
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[Newby]

It's like the old saying - No one has ever gone into a hardware store wanting a drill. What they want is a hole.

[IndyAgentIDTMY]

Originally Posted by Newby

It's like the old saying - No one has ever gone into a hardware store wanting a drill. What they want is a hole.

Actually, I did go to the hardware store wanting a drill yesterday. Bought a B&D for $30...

[stormtracker]

I got a Ryobi electric for $29-- I've got holes everywhere now...

[alexkane03]

Can't teach caring! thats why I screen the agents that work for me .

[somarco]

Bought a B&D for $30...

You're into that kinky stuff, huh?

[Frank Stastny]

Originally Posted by TDY418

Don't just touch the head, touch your clients heart.

Don't sell me shoes; sell me style and comfort.
Don't sell me tires; sell me safety and low cost per mile.
Don't sell me books; sell me pleasant hours and the profit of knowledge that my family will be okay if I'm not around.

Please don't sell me things. Sell me ideas, benefits, visual pictures, feelings, self-respect, home life, happiness and cost savings. Please don't sell me things!

Sell benefits, not just features.
Appeal to both emotion and logic
Ask yourself before a call, "What are the major benefits this person may be looking for?"

Very well said.

[Street Savvy]

Originally Posted by TDY418

Don't just touch the head, touch your clients heart.

Don't sell me shoes; sell me style and comfort.
Don't sell me tires; sell me safety and low cost per mile.
Don't sell me books; sell me pleasant hours and the profit of knowledge that my family will be okay if I'm not around.

Please don't sell me things. Sell me ideas, benefits, visual pictures, feelings, self-respect, home life, happiness and cost savings. Please don't sell me things!

Sell benefits, not just features.
Appeal to both emotion and logic
Ask yourself before a call, "What are the major benefits this person may be looking for?"

Excellent encouragement and thank you! Any book from those quotes you can share?

[GoLeads]

I always liked the old adage -

"Helping people buy"

I need to find out their need before I can give one of my solutions. Then I present the Better/Best option. Customers pay me for my opinion, so they expect options with opinions with THIER specific needs in mind.

It's all about Customer Service.