Rachel Brocksmith, a Marketer at Senior Marketing Specialists, recently read an article titled “Shut Up for a Second: Understanding Buying Signals”. She recognized that the information in that article would be helpful to our agents. So, you will be glad to know that she has summarized that article and you can read the main points below!
· Selling is not a process of convincing someone to buy. You learn what the prospect wants.
· Professional salespeople “listen” people into buying and probe for needs and wants.
· Most sales are lost because of missed buying signals.
· Most successful sales are a complete accident.
· 70% of sales are lost because of not knowing when to close.
· A simple question of “what do you think?” may be all it takes to close a sale.
So, what do you think? Would you agree or disagree with the points above? We would love to hear what you have learned from your experience in the insurance field!
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