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Closing Questions I
By peace | May 14, 2006
These are useful closing questions insurance advisers or financial planners can use to help them in their sales.
1. Do you wish to have the best possible program?
To the prospect who is not keen on having a medical check-up.
If you go to the doctor and say,” I am not going to let you examine me. You have to guess what is wrong with me.” That would not work. Well, I too need your cooperation so that I can prepare the best possible program for you, after we have your medical results.
2. Don’t you think it would be wise to get a second opinion?
For the customer who says, ” I have already received a quote from another agent.”
If your doctor said you need surgery, don’t you think it would be wise to get a second opinion? I will gladly give you an honest second opinion.
3. Do you wish to purchase a secure future for your family?
Say to a prospect: The future is purchased by the present. You have the power and the ability to purchase a secure future for your family right now. All it will cost is deep discounted dollars, in fact, cents on the dollar in premiums. The secret is leverage.
4. Wouldn’t you expect him to pay now?
For the client who says, ” I want to shop around with other agents.”
Mr Client, in your business, if you had done all the work for a customer, wouldn’t you expect him to pay you? Similarly, if I do the same for you, I expect you to be honourable too and place your business with me.
5. Have you done all your estate planning?
For someone who says, “I have done all my estate planning.”
Said to him/her,”I want to congratulate you on waht you have done. Before I leave, allow me to ask you one question: What have you done to protect your assets and your estate from the divorce, bankruptcy and creditors of your children or grandchildren? ”
6. How would you like to rule from the grave?
For the father who thinks leaving too much money will spoil his children.
He did not want his son to receive all his money – his son would become irresponsible.
Say these to him,”Let’s put it in a trust and pay him the interest only on the death benefit.”
The father said it was still too much money.
Tell him, ” How would you like to rule from the grave? The insurance trust will pay your son only an amount equal to his earnings each year. If he doesn’t work he does not get paid.”
7. What if you could wave your magic wand?
Ask your prospect this probing closing question: If you could wave a magic wand, what would you do?
8. What would you advice me to do?
Another great closing question: If you were my very best friend, for one minute let’s change places… What would you advice me to do?
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