by Anita Vazirani
(Mumbai, Maharashtra, India)
Your insurance broker understands...
If you want to close a superior percentage of your life insurance and annuity sales calls, raise the size of each case and earn more commissions, then gathering the facts alone is not sufficient. You also need to ask the emotional based questions to discover the prospect's attitudes, views and silent feelings. You need to uncover their sentiments and inspirations to help them want to buy your product or service. People don't buy based on their requirements, they buy based on their wishes. The skill to conduct a good, systematic emotion based fact find is mostly the missing ingredient to closing sales calls.
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