Would you accept it when a prospect lets you know they don’t have the cash to do business with you? Would you accept it when a prospect lets you know their goal is additional money? Should you choose you’re falling into a sales trap meaning no sale for you in either case. prop money
Both responses sound logical.
You’re thinking that when they don’t have money to do business with you they aren’t a good fit, and you need to just move on or wait until they do have money. But generally you’re missing an actual opportunity, and you don’t even know it.
Insufficient money is never an actual objection.
Whenever a prospect lets you know they don’t have money to do business with you what they’re really saying is that what your offering isn’t valuable enough in their mind to encourage them to part using their money. Zig Ziglar tells a tale about when he was young selling cookware door-to-door. He visited a couple so poor they didn’t have even indoor plumbing and their cookware was in terrible condition. Now Zig felt guilty asking this couple to buy the very expensive cookware he was selling and the couple wasn’t interested in the cookware although they needed it more than anyone he’d ever seen, but Zig happened to mention he sold china too and the wife’s eyes lit up and this apparently poor couple wouldn’t let Zig leave until they’d bought the expensive china. The wife’s want was higher than their dependence on the cash it cost though it didn’t look like a good trade to Zig.
This really is true regardless of who you’re talking to and what you’re attempting to sell them.
Until or unless you figure out what they really want and why that’s important in their mind you’ve a “no sale” ;.And this is true when a prospect lets you know they desire additional money too.
People don’t actually want additional money they desire what money can buy.
Now whenever you hear a prospect say they desire additional money you’re looking at it from a logical perspective and your natural inclination is to test and sell more money. This can be a dead wrong fatal mistake.
Whenever you sell additional money you’ll soon find yourself walking away with out a sale.
Whenever a prospect lets you know they desire additional money you’ve to learn why they desire more money. What might it mean for them, allow them to do, allow them to have, or allow them to be?
The actual driver is emotional.
Whenever you hear they don’t have enough money, or they desire money you now know you’ve more work to do to obtain the insurance sales you want. Currently whenever you hear these words you either leave, or you jump ahead trying to help make the sale.
Instead you want to decelerate and step back.
Think of it like you’re peeling away the useless outer skin of an onion to get to the part that’s living tissue. Peel away and discover what they really want, how having that would impact them, and then you can begin to greatly help them to find out how your solution may help them to create what they need possible. prop money