Help! I am putting together a short workshop on closing techniques and am looking for any ideas on activities or exercises that will help to build insurance sales advisors confidence in closing, particularly to existing customers.
Any ideas?
Sally Mason
Leaders need to stop the self-sacrifice cycle
Middle management’s biggest challenge
Unlocking courage
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4 Responses
Closing
Hi
– Some will, some won’t, so what? Ask anyway
– Closing is not pushing anyone into anything, it is helping the customer buy.
– An objection is a request for more information
– Make the process of buying as easy as possible
Hope this helps
Rich
http://www.supremacytraining.com
Happy to help!
Hi Sally,
I do have some bits on closing and objections that I am happy to share with you.
Contact me at [email protected]
Regards,
Sarah
Is it about closing?
Hi Sally
My take on closing is pretty simple, if I took a guess, 9 out of 10 of failed closes are because that salesperson has failed somewhere else within the sales process. Personally I feel the idea of ‘closing techniques’ is a little dated. How I would approach such a workshop is to brainstorm all the reasons why a sale has broken down or failed, then split into breakout groups to investigate each failure, why has it occurred and where more time could have been spent on the sales process. Closing is rightly about confidence, this confidence should be gained from doing the sale well in the first place.
If you want more information on anything, please give me a shout
Rob
Closing ethically
Hi Sally,
If the pre-closing stage has been conducted appropriately, the Prospect will already be coming to the conclusion that he/she will go ahead and make the purchase. However, Prospects commonly suffer from pre-purchase paralysis and genuinely need re-assurance that a purchase is the right thing to do. In this case, summarise the benefits that the Prospect earlier articulated (as a result of your careful questioning) and ask if they still feel that way. When they respond “Yes”, then close them using either the Assumptive Close or the Alternative Close. call me if you want more info.