Nano Training Series Week Two: "Let's just see if you qualify."
Last week we covered the '30-Day Close.' This close is a simple way to help give your prospect the feeling of a needed 'out' should they change their mind. This week we are going to study a different technique which I call the "Let's just see if you qualify" close.
People love to qualify for things because it implies that they are a part of a select group of people and therefore are special in some way. When using the "Let's just see if you qualify" close you are trying to transfer this same feeling of exclusivity to your customers. You are trying to communicate that 'not everybody can get this final expense policy but you might be special enough to get it.'
In the "Let's just see if you qualify" close, you are avoiding the approach of salesman and adopting the approach of field underwriter. This helps the customer feel like you are on their side as well. Here is how it works:
Salesman: "Which one looks best to you? The $5,000 or the $10,000?
Customer: "I don't know. I need to think about it."
Salesman: "That is fine but you really can't make a decision yet because we still don't know if you qualify for it."
Customer: "What do you mean?"
Salesman: "Well, not everybody can get this plan. Only those who qualify. At this point you still haven't been offered the plan."
Customer: "So how do I qualify?"
Salesman: "Well, all we have to do is fill out this application and complete their phone interview. It will take them a couple of days to make a decision if they will take you or not. If they decide to offer you the plan they will send the paperwork in the mail; at which point, you can decide if you want it or not. From there you can decide if you are going to take it but if you can qualify Id highly recommend that you stick with it."
Do you see that by applying the "Let's just see if you qualify" attitude you take yourself out of the salesman role and into the underwriter/advocate role? This automatically loosens up the prospect and brings down salesmen barriers that otherwise would prevent you from getting the sale. By using this technique you will be surprised how many people allow you to 'fill out the application.' You will also be surprised that by the end of the forms and phone interview they are thanking you for selling them some insurance.
People love to qualify for things because it implies that they are a part of a select group of people and therefore are special in some way. When using the "Let's just see if you qualify" close you are trying to transfer this same feeling of exclusivity to your customers. You are trying to communicate that 'not everybody can get this final expense policy but you might be special enough to get it.'
In the "Let's just see if you qualify" close, you are avoiding the approach of salesman and adopting the approach of field underwriter. This helps the customer feel like you are on their side as well. Here is how it works:
Salesman: "Which one looks best to you? The $5,000 or the $10,000?
Customer: "I don't know. I need to think about it."
Salesman: "That is fine but you really can't make a decision yet because we still don't know if you qualify for it."
Customer: "What do you mean?"
Salesman: "Well, not everybody can get this plan. Only those who qualify. At this point you still haven't been offered the plan."
Customer: "So how do I qualify?"
Salesman: "Well, all we have to do is fill out this application and complete their phone interview. It will take them a couple of days to make a decision if they will take you or not. If they decide to offer you the plan they will send the paperwork in the mail; at which point, you can decide if you want it or not. From there you can decide if you are going to take it but if you can qualify Id highly recommend that you stick with it."
Do you see that by applying the "Let's just see if you qualify" attitude you take yourself out of the salesman role and into the underwriter/advocate role? This automatically loosens up the prospect and brings down salesmen barriers that otherwise would prevent you from getting the sale. By using this technique you will be surprised how many people allow you to 'fill out the application.' You will also be surprised that by the end of the forms and phone interview they are thanking you for selling them some insurance.