I'd like to talk about one of the most misunderstood methods of life insurance selling - it's called "consultative selling", and although many of you may have heard this term used before, I guarantee that very few of you are using this method to its full capacity.

You've all heard the saying that "Telling is NOT life insurance selling!" Unfortunately, this is what 95% of the salespeople I come into contact with are doing with life insurance selling.

The old mentality of "If you throw enough stuff against the wall, some of it is bound to stick", does not apply to life insurance selling.

The only thing your prospect cares about is "What's In It For Me?" So, all of you guys who keep asking me why I don't use a flip chart in my sales presentation, I want you to listen up...

No One Cares One Bit What YOU Think
They Should Like About Your Product!!

The only thing the prospect cares about when they agree to meet with you is that you can provide the solution to their problem. Pretty simple, huh?

The only catch is "How do you find out what their problem, or emotional hot button really is?" The answer is "You shut your mouth after a brief introduction and ice breaker, and let them tell you what they're looking for you to do for them."

A lot of salespeople start by pitching right away - Boy is this wrong!!!

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