Human sense organs contain receptors that relay information through sensory neurons to the appropriate places within the nervous system and on to the brain. These sense organs include the eyes, ears, tongue, skin and nose. No wonder selling an Intangible product, such as Payment Protection, may be difficult. Why? It is because your customer can’t see, hear, taste, touch, or …
“The Long Road to Recovery”
In our youth, we believe we’re invincible. In mid-life we become more cautious. In our advanced years, we may even change our lifestyle and/or give up doing certain things because of health issues or fear of getting hurt. In short, all three periods of our life contain risks. The question is how much risk are we willing to assume? Aren’t …
“Getting Back in Shape”
It has been several months since we introduced an easy 5 step objection resolution process. Much has happened since then. Now that we’re focusing on getting back to business, let’s also get our sales skills back in shape. The March blog mentioned we would provide you with some simple responses to Disarm (Step 2) and Inform (Step 4) objections; however, …
What’s In A Name?
For years, we have referred to Credit Life and Credit Disability as a Payment Protection Program (or PPP) available to eligible loan customers. During this unusual time, the PPP acronym has taken on a different meaning, for many Americans, as an income relief program. The government’s Payment Protection Program, allows small businesses to continue to pay their employees during the …
Our New Norm
What a difference 30 days has made in everyone’s lives! In this month’s Payment Protection “Best Practices”, we were going to provide you with phrases and responses, using the 5 Step Objection Process; however, due to the recent focus on the Coronavirus Pandemic, we will hold that for another time. Instead, let’s focus on how Payment Protection may be helping …
The Reality of Objections: Conclusion
If you have been following this four-part series, you will have learned an Objection Handling Process that will build VALUE when objections occur. This month is the conclusion of this four-part series. Remember, this process is to eliminate objections by uncovering the true objection and allow you to build product value. Before your customer will agree to invest in Payment …
The Reality of Objections: Part Three
For the past two months we have shared an Objection Handling Process that will build VALUE when objections occur. As you may remember, this four-part series, if used correctly, will defuse an objection, uncover the true objection and build product value. It is important that you don’t “miss a step” in the process; doing so may deem a negative outcome. …
The Reality of Objections: Part Two
Last month we discussed an Objection Handling Process that will build VALUE when objections occur. As previously mentioned, over the next few months, we will explain the importance of each step and provide examples for each step of the Objection Handling Process. Remember, unless there is perceived VALUE customers will not buy. To recap; here are the Objection handling …
The Reality of Objections: Part One
The truth is that objections will occur and here are some of the realities: Customers don’t understand the product and/or how it will benefit them The product presentation lacks conviction and enthusiasm They believe that cost (payment) outweighs benefits To summarize: all three objections are based on value. NO VALUE = NO SALE So, what to do? Remember …
Disability: It Won’t Happen to Me
So often, when we offer Disability Protection to a customer, we hear, “Disability, it won’t happen to me!” We live in an age of healthy choices, wellness programs and many alternatives to living a healthy lifestyle. This is one reason why many customers believe they will never experience a disability during their lifetime. Let’s look at the definition of …