Insurance Journal's Academy of Insurance
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“No” isn’t the worst thing you can hear from a prospect. Do you know what is? “Maybe”.
“No” isn’t the worst thing you can hear from a prospect. Do you know what is? “Maybe”. Prospects will lie and they’ll lie all the time. So how can you learn to better value your time to walk away from the time wasters? By asking the tough questions. Attendees will learn the three closing techniques that we have seen producers use consistently with success to get to the “no” quicker:
1. The “my biggest fear” line
We all hate giving away free consulting that they end up taking back to their brother-in-law. So be open but professional about your biggest fears of having that happen again.
2. The Going Negative technique
This is a page out of the reverse psychology book. Tell them why you aren’t a fit for them to see how serious they are about partnering together.
3. The contingent close
This is the one of the few times we encourage producers to ask a close-ended question. This is a challenging technique, but when done in the right professional way, you can get prospects to admit that they were wasting your time or not.
If you’re looking to step outside of your comfort zone and ask the tough questions to win more deals, this webinar is for you.