We're almost at the finish line! Welcome to the step we've all been waiting for – The Closing Step.
By now, you're well-versed in successfully engaging your clients and talking about the benefits of a good life insurance policy. We know most people are uncomfortable with this topic, but you've done the work, and your client gets it.
I taught you at the outset that to move fast, you need to slow down. Remember my famous gumbo analogy? Let me remind you:
To make a good gumbo, you bring it to the boil and then turn it down and simmer. Then you simmer, simmer and simmer some more. This is what you did in the first two modules of the course.
By Module 3 – The Conviction Step - you were well entrenched in my process. You convinced them and became FAB using the tools I provided. You know, and they understand why T-I-R-E-D is so essential. Once you mastered this step, you were already halfway there!
You also dove into module 4 – The Desire Step – and honed your storytelling skills. This was another critical step in securing the client. I'm not talking about mindless storytelling; I'm talking about telling desire stories. It's when you calm their fears by connecting with them one last time before you go in for the close.
You know, and I know that you had to master the first four modules of the course to complete the sale.
If you haven’t signed up for “Come Hell or High Selling” yet, now is the time!
Now that you have, this final stage can be the most fun. It can also be a bit tricky. The client is interested, engaged, trusting - but how do you get them to make a decision and sign on the dotted line?
Remember: No decision = No contract. And this translates to no sale, no commission and no bonus for you. And that's no good!
The key to the close is to be aggressive without being pushy.
You're probably thinking, "Marvin, you're contradicting yourself! That's impossible!"
Not so. There's a delicate balance, indeed, but you can become a superstar at this step by following my approach.
How do you become aggressive without offending the client?
How do you stay ethical and still get that signature?
I'll tell you! I just can't wait any longer!
You need to reveal your secret identity - the Ethical Pitbull – and I can show you how!
While you're at it, don't lose sight of the second reason to master the close... the opportunity to create new sales. Selling doesn't, and shouldn't, end with one deal. It's one more step to get you closer to building your client base, which we know is a critical part of being a great salesperson. We'll cover this too in "Come Hell or High Selling." We cover it all! And you have me as your mentor to help you along the way.
It's time, marvelous people!
Sign up today, and you'll be a superstar in no time.
Peace, love and gumbo!
Marvin LeBlanc, LUTCF, CNP
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