I’ve run countless sales workshops with the standard “write the feature on the left and benefit on the right” and of the agents that get it, only a tiny percentage transfer that skill effectively when talking to live prospects. So I’d like to teach you the easy trick to force yourself to sell insurance benefits so that you can sell more insurance so that you can make more commissions so that you can be rich so that you can drink mojitos on the beach in the Bahamas every day! Did you catch it? Adding the phrase “SO THAT YOU” after anything you explain will force you to emphasize the customer’s benefit. Say “SO THAT YOU” so that you sell benefits! “Buying insurance from our agency allows you to stop by the agency any time you have a question SO THAT YOU don’t have to sit on the other end of a phone line with someone in another country that doesn’t care about your problems.” Sometimes you might have to “SO THAT YOU” a few times… “Considering the value of all your assets, I recommend increasing your liability coverage SO THAT YOU are fully covered if there’s a large claim against you SO THAT YOU can’t be sued for your personal assets SO THAT YOU don’t have sell all your stuff SO THAT YOU won’t have to get another job…” Oops, I think I went a bit overboard there, but you get the point.
If you have questions about this, insight to add, or a great or funny “SO THAT YOU” example, add it to the comments below so that you can feel great about being involved in something that helps agents be more successful!
Here’s My Special Bonus for Parents: I don’t know if “SO THAT YOU” works on teenagers, but I use it on my 3-year-old and it works wonders. My latest data has “SO THAT YOU” outperforming “BECAUSE I SAID SO” by a 7 to 1 margin.
1 Comment
7/3/2023 09:15:13 am
Insurance is really important. That is so helpful in the future.
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