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Getting"Yes" Decisions: What Insurance Agents and Financial Advisors Can Say to Clients
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What causes potential clients to say "Yes" or "No" to our proposals?Â
Well, if we could read our potential clients' minds, we would see the five questions they use to make their decisions.Â
Five questions? Yes. We will know the exact sequence and importance of these decision-making or decision-breaking questions. And 80 percent of this process happens even before our presentations or proposals begin.Â
What does this mean to us in real life? No more convincing, proving, and information dumps. Instead, we will allow our prospects to willingly volunteer to do business with us, before we even propose solutions.Â
Enjoy this clear and fascinating journey into our potential clients' minds. Discover why the old-school sales techniques of the 1980s no longer work. Our prospects are over-marketed to, are subject to constant advertising, and can search for their own solutions online. But none of this matters when we do our job of guiding them through the minefield of insecurity and doubt.Â
In the new world of instant decisions, we need to master the words and phrases to successfully move our potential clients to lifelong clients. Easy...when we can read their minds and service their needs immediately.Â
Can we master these new words, phrases, and five questions quickly? Of course we can, and this audiobook shows us how.Â
Let sales experts Bernie De Souza and Tom "Big Al" Schreiter share their secrets of instant rapport through closing.Â
Order your audiobook now!
Product details
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Audible Audiobook
Listening Length: 2 hours and 43 minutes
Program Type: Audiobook
Version: Unabridged
Publisher: Fortune Network Publishing
Audible.com Release Date: September 13, 2018
Whispersync for Voice: Ready
Language: English, English
ASIN: B07H9H4ZTZ
Amazon Best Sellers Rank:
I found this book very insightful, though a bit repetitive. It could almost be summed up by saying, "You never get a second chance to make a first impression," but Mr. De Souza goes farther than that, revealing how changing just a few words can drive any conversation in the right direction. Perhaps even more useful, he shows how the wording of a few sentences is almost certain to get a rejection, whether the "no" answer is spoken or not. The most provocative idea asserted by De Souza is that the very highest percentage of potential clients make up their minds to do business with a representative in the first 30 seconds, well before any formal presentation is made. In that 30 seconds, a client answers these questions in his mind: "Who are you?"; "Can I trust you?";"Are you interesting?"; and "Do I want to do business with you?" I recommend this book for new or current financial/insurance advisers who want to self-evaluate or polish their approaches.
I've been following Tom "Big Al" Schreiter for over 20 years now and I even had his original "rainbow" Big Al books way back then. This book is a great read for any insurance and financial advisor looking to learn better planned communication language skills. I happen to like the various phrases that were scattered throughout the book as well as the leading words to begin a question. If you want to improve your communication skills and phrases, this is a GREAT book to get started with - particularly if you are in management and want to start off new agents & advisors on the right foot!
A good read. I read it in a few hours, the same day I bought it. There are a lot of good phrases, quotes and lines to incorporate while on an appointment with a prospect. I'm always looking for ways to improve my "closing" skills and this book offers good ideas and language to accomplish this.
Most sales people want to be more successful. It is OK if you decide not to read this book if you are happy with your current results and level of success. It is also OK to buy this book and tweak your process to take your production to the next level and beyond.
Improve your close ratio!! Help you and your client work together to get to a 'Yes' decision!!
Bernie DeSouza guides the reader through the prospect's thought process on first impressions and the words to use to build trust, rapport and belief with the prospect. Well written, easy to read and full of easy to use ideas and recommendations.
Interesting that a big piece was talking about how to build a useful website that runs both on a PC and on mobile. Well sir, it looks like crap on mobile.
The best teachings are usually very simple. Most times we try to over complicate things. Began using the lessons immediately with much success.
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