MDRT Sales Quotes
By Cecil A. Potter New York Life, Pasadena, Calif.
There are a few things I have learned in my 16 years of selling life insurance that I feel are of importance in my sales efforts:
• Most of my clients bought life insurance because I believed, not necessarily because they believed. In other words, the sales were made at my desk. I analyzed the census material I had picked up from the prospect and decided what was in his best interest, and then I got excited about it. And because I thoroughly believed it was the thing for him to do, and because I got excited, he got excited. When I went over it with him, he bought it, not necessarily because he understood or believed, but because I believed.
• I have found that most objections are raised in the mind of the salesman. The prospect raises enough objections without our raising additional ones. I have found that in many instances I didn’t think the client would be willing to do something, I didn’t think he would accept an idea, or I didn’t think he could buy anything but term insurance, and I didn’t even give him a chance to say no. Since I have realized what was going on in my mind and decided that I am going to let the prospect raise the objections, I have worked under less pressure and I have sold more insurance.
Have the Prospect Call You
Call a prospect such as a teacher, nurse or resident physician at the school or hospital when you know he won’t be available to talk. Leave only your name and telephone number and ask that he call you at a time when you know you will be home. When he calls, tell him about your plan. The psychological advantage of this approach is that the prospect is calling you.