How many of you have seen the movie, The Wolf of Wall Street? If you haven’t seen it, please do. It very entertaining and based on a true story. Leonardo DiCaprio is the lead actor. It’s based on the life of Jordan Balford who was a wall street tycoon who made his fortune selling penny stocks. As you view the movie you will see the energy and techniques that he and his sales team used to motivate their sales force. But what’s most interesting to me is what happens at the end of the movie. After Mr. Balford spends some time in prison, he reverts to a life of doing motivational seminars. He goes around the room handing certain individuals a simple ballpoint pen and says to the “Sell me this pen” He gives them each about 15 seconds. So what’s the point of this exercise?
In my opinion it puts those that are chosen on the spot to position the product and explain the benefits. All of you reading this article are licensed Health and Life agents. Ask yourself, how quickly you could explain the benefits of Smart cremation, Life with living benefits, or a specific health plan? Do you know the benefits?
When you have a new lead, do you have a dialogue or a monologue with that person? We have all been to a doctor at some point in our lives and we all recall the one that has the best bedside manner. Simply put, that doctor took an interest in us, he made it personal. When you speak to a prospect for the first time, it’s not that they are interested or not interested, it’s the fact that you have not asked the right questions to find out what their needs are. Your doctor will always ask you what the problem is and of course you go on to describe it. Your description allows him to offer the solution and the benefits of taking his advice.
You see, making a sale and positioning the product are quite simple if you keep in mind of “Selling the Pen” so to speak. You ask the right questions, pay close attention to what the person is telling you and get personal and develop a relationship of trust with that person just like your doctor does. In short you will have built a bridge to make the sale and help that client. It’s all about the benefits regardless of whether its Smart cremation, Health or Life. Make sure you know what they are, at the drop of a hat, because then you will speak of them wherever you go, like a restaurant, bar, gym, church or any other social gathering. Trust me, it works, you’ve been doing it your whole life, you just didn’t know it. It’s called telling someone the benefit.