Sales Coaching to Reduce Risks & Increase Sales

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Author: Cheryl A. Clausen..

Article source: http://www.articledeshboard.com/. Used with author's permission.

Prospects don't buy whey they feel buying is too risky. Risk is a very valid concern that needs to be properly addressed. Wrong decisions can get then locked into products that are wrong for them and too costly to get out of. You need to help them to identify their risks and use the facts to make a good decision. Perceived risks and extraneous information rather than facts are the foundation of many of their concerns. Plus they worry that the money they're investing today is less valuable than the investment you're asking them to make.

Projections help you to address their concerns fairly easily if you get the opportunity to present projections. Another concern they have is about their ability to pay for the investment you're asking them to make. The bigger underlying concern they have is whether they even need what you're trying to sell them.

If they aren't convinced of their need you can't have a sale. If they aren't clear they have a need it's a clear indication that you didn't do a good job in your fact finding discovering exactly what they wanted. And if your solution doesn't clearly support the outcome they envisioned they won't buy. Without a clear need and a clear understanding of the relationship between the solution you have and what they want, don't even try to continue advancing toward the sale. Go back and get the information and clarity you need so you can move forward together. Simply ask their permission to step back and clarify your understanding.

If they continue to move forward without this clarification they now fear they run the additional risk of looking foolish. Because they aren't convinced they even need it and they aren't sure it supports what they want, they feel like they'd have to be fools to continue moving forward. All these risks begin to build in their minds and now they begin to distrust you because they think you're trying to trick them into something you know isn't right for them.

If you try to move forward and drag them along it will only confirm in their minds that they shouldn't trust you, and they won't have any confidence in you or your abilities. Your only hope of insurance sales success is backing up so you can move forward. After you've gotten the clarity and joint understanding you can address their perceived risks head on and knock them off one by one.

Help the prospect to remove their perceived risks. Get them to write down all of their perceived risks and then have write all of their perceived rewards. As they're doing this everyone has the same information at the same time. It makes it much easier for them to conclude this is the right decision if it is in fact the right decision.

About the author: Cheryl Clausen can help you get unstuck. Improve your Sales Techniques, get her free analysis. Increase your sales today through Sales Coaching, check this out.