https://completemarkets.com/Pages/Discussion/dtopic/McBlyAScUEqbW6R1AINKlw/ONE-EGG-OR-TWO-Story-This-will-help-you-sell-more-insurance/
I'm going to tell you my one egg or two story. I think this story will help some agents with their sales.
This is based on a true story, but I can't remember the names. But the names don't matter.
One
day a very smart sales person (named Mr R) had a great idea on how to
increase the profit of Milkshakes sold at one of the biggest milkshake
chains in America. This story takes place in the 1950's. Mr R, writes a
letter to the company telling them his idea on how to increase the
profit of their number one product milkshakes. Milkshakes cost about 5
cent each at the time. He wrote and told the owner how he could charge 8
cent for a milkshake if he would just add an egg to it. The owner
decides to try this idea and see if it would work. The owner writes back
Mr R and tells him that he tried his idea himself and when he asked the
customers if they wanted an egg in their milkshake they all said no. He
told Mr R that he had wished that this idea had work, and if it had, he
would have paid him 1 cent on every milkshake sold.
Mr R,
writes him back and tells him he didn't use his idea correctly is the
problem. So the owner if the milkshake place, invites him to his shop to
explain what he is talking about. He shows up and tells him, that he
would love to show him his idea personally.
So the next customer
walks in, comes to sit at the counter and Mr R asks him if he wants 1
egg or 2 in his milkshake. The client says, hmm, I guess I only want
one. He charges him 8 cent for the milkshake.
See the trick was
not to ask the client if they wanted the egg, but to ask them if they
wanted one or two eggs. He didn't give them the option to say he didn't
want the egg in his milkshake, but just asked him how many he wanted. Mr
X made millions from this simple idea.
Now you're asking me what does this boring story has to do with selling life insurance.
A
lot of agents make the same mistake when selling life insurance. You
are asking them if they want to buy this plan that you are showing them,
instead of which of these 3 plans that I have before you do you wish to
buy.
The option should never be, either buy this or don't. Try saying which one of these three plans do you like.
Here is my example.
Client
wants you to run him a quote on $200,000 worth of coverage and it cost
$50.00 dollars a month. Don't make the mistake of only bring this one
quote to the client.
Go ahead and bring three different quotes.
Bring
this quote, but also bring a quote for like $150,000 for $40 a month.
Also bring the quote for $250,000 for $65.00 a month.
Let the
client choose between the three. Sometimes he might chose the bigger
policy when he see that he can get more coverage for just a little bit
more a month, or he might not can afford what you are showing him and
instead of saying he can't afford it and goodbye, he will pick the
cheaper plan that he might can afford.
I hope you can get something out of this story.
Okay, now do you want one egg or two in your milkshake?
A side note is that I tried putting an egg in my milkshake and it was not that bad.
When I first got married my wife asked me if I wanted 1, 2, or 3 kids. She didn't ask me if I wanted to have kids.
6270 topic(s) | 2 post(s)