TWO MAGIC QUESTIONS IN LIFE PROSPECTING
by Jack Nordhaus
Every great salesperson seems to have a simplistic method of selling -- at least, the method seems profoundly simplistic when analyzed by an outsider.
Often, the great salesperson never even knows why a particular method works.
In the case of Cosmo Conte, one of the top salespersons and producers for State Farm Insurance Company (selling millions of dollars worth of face-value policies each year without leaving his office), the system boils down to two basic questions.
When a customer comes to settle Homeowners or Automobile insurance or other business, the prospect is introduced to Cos. In the course of his brief interview with them, Cos asks these prospects:
'Do you have all the Life insurance you will ever need?'
If the answer is 'no' -- as it generally is -- Cos asks:
'Then may I help you to understand your future Life insurance needs?'
As simplistic as that system sounds, it has made literally hundreds of thousands of dollars in commission for Conte. It will work for you, too, if you try it.
Jack Nordhaus has been with IMMS since 1977. He works with a "dream team" of more than 60 consultants to update the content of the IMMS.com Library, and is responsible for providing informational resources and creative input to the IMMS team and Complete Markets users through his "News of the Day" Complete Markets Dr. Nordhaus writes the monthly IMMS Online Newsletters and the Online Newsletter E-Mail Alert,
He holds a doctorate in History from Columbia University.