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Closing Questions II
By peace | May 14, 2006
Useful Closing Questions Insurance Advisers or Financial Planners can use in their sales presentation:
1. Would you mind dying for a moment?
When you are stuck, and when the customer does not want to face it.
Ask this question :
Would you mind dying for a moment? Please explain to me what will happen.
2. Would you mind teaching him your business?
If a client says to you, “I have a friend in the business.”
You could reply, ” I have another client in the same business as you. Would you mind teaching him your business?” Don’t expect me to teach another insurance agent my business. That’s not fair.
3. How are you going to transfer your business to your children?
Ask a business owner this question:
How are you going to transfer your business to your children and make it fair to your other children who are not in your business? If you don’t make it fair, wil your children still speak to one another after you are gone?
4. Are your children qualified to run your business?
For the business owner:
Mr Business Owner, are your children qualified to run your business after you are gone? Will they do it peacefully or will they disagree and fight?
5. Will your children still speak with one another?
Ask this question to disturb a prospect into action:
After you are gone, Mr Businessman, will your children still speak with one another, or will they fight over your possessions? You can avoid jeolousy and hatred with one stroke of the pen.
6. Do you remember your grandparents or great grandparents?
Ask this question:
Do you remember your grandparents? Do you remember your great grandparents? Imagine if you were receiving a check from your great grandfather’s policy each year – you would know who he was. You too can leave a legacy like this. How do you want to be remembered?
7. What must happen to make you feel happy?
Ask this question:
If we were looking back three years from now, back to today: What has to have happened in your life, both personally and professionally, to make you feel happy with your progress and achievements?
8. The Diamond Close
After you have made your presentation, after you have shown your client everything there is, when all is said and done, here is the very last thing you say. Then remember to be quiet. Do not speak first. Let the client speak first.
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