A prospect’s frankly expressed doubts about your professional integrity should not stop you in your tracks. Rather, you must understand his genuine misgivings on your product and how he stands to benefit from it,
Last month we saw how, although by and large people want to choose rationally, most of the time they end-up choosing emotionally. Now let us see what higher emotional pulls we can trigger to turn their minds to buying Life insurance.
How do people choose? Human beings make choices; they make choices every minute of their lives. Choices are always based on avoding pain or gaining pleasure. Mr R Gopinath takes you through the decision making process of the buyer.
If we can choose between happiness and pain, everybody will choose only happiness. Nobody will choose pain. A deep-rooted instinct in each one of us will guide us in making this choice and the choice will always be only in favour of happiness.
Have you come across situations where a few of your prospects readily agree to your recommendations and Life insurance policies from you immediately, but some others go on postponing their buying decisions, and yet others outright reject your recommendations? Confused or dejected by this? Don’t worry, this happens to every Life insurance agent, says Mr R Gopinath in his monthly column.
Of late I am constantly faced with questions related to one specific area from the audience, and that is “uncertainty”. The wordings of these questions are different, but they all mean the same. “Sir, what is the future of Life insurance industry in India? What will happen to us? Will the regulations kill us? One [...]
Desire – the Mother of Achievements As we step into a new financial year, I wish that our first step is a very strong one. A step that becomes a harbinger for a great year ahead, a step that will bring us closest to our dreams, a step that will make the year 2010- 2011 [...]
In this issue, Mr Gopinath elaborates on the yellow of the VIBGYOR of prospecting. This is the survey method. It is suggested that mass surveys are taken where crowds gather. To help in this easy to understand and fill questionnaires should be designed. In return for the information, freebies can be offered.
As a seminar is a live presentation, preparedness is all-important. In this issue, the author deals with the three stages of a seminar, the ‘Before’ the ‘During’ and the ‘After.’ Some of the points highlighted in the three stages are briefing the speaker about what audience to expect, timing the seminar well and sending a properly designed thanks to the guests.
In the green of the VIBGYOR of prospecting, the author looks at seminars, and how to make them attractive at the initial stage itself, that is at the time of deciding the title, content and the design of the invitation for the seminar.
