Andy Neary shows insurance advisors how to flip prospect objections by temporarily withdrawing your solution. When you take the offer away, scarcity kicks in and prospects stop finding reasons to say no. He shares how this tactic improved his own closing rates.
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In this video, I am going to share a pattern disruptive strategy that is going to help you increase your sales. Hi, my name is Andy Neri, CEO and founder of Complete Game Consulting, where we help insurance professionals turn brand awareness into business growth. And in this video, I'm going to share a strategy I used to deploy with a lot of success that goes against the grain of traditional insurance sales. You see, if you're an insurance advisor who's selling outside the box strategy, maybe you're doing cost containment in the benefits space or you're selling captives in the commercial insurance space and you're struggling because you feel like you have a good idea, you have good strategies, better strategies than the competition, yet you continue to come into second place. This is going to be super helpful for you. You see, that's where I used to find myself. I hated second place, but I found myself landing there far too often. Ten years ago, I had all the right strategies. In fact, I think I had better ideas in the competition. But my prospects weren't biting and I couldn't understand why. And this is where I realized I'm going to have to disrupt their buying behavior if I'm going to have more success. So here's what I did. When I would go deliver my cost containment outside the box idea, right before I finish presenting and asking if this is something they wanted to do, I'd take it away from them. I'd say, you know, here's the reality. Does this solution work? Absolutely. Could this help you drive down your premiums, improve your coverage? Absolutely. But the reality is you're probably not ready for it yet. And this is why we need to start working together now so we can get you ready. You see, the second I started taking it away from them, they wanted it more. And all of a sudden I started seeing my success rate increase. I wasn't landing in second place anymore. I was winning the gold trophy because I started to take it away from them. It's a pattern disrupt in the buyer's behavior. You have to remember when, when you're pitching your outside the box solution, they're trying to come up with all the reasons is isn't going to work. We're not big enough, it's too risky. We can't do this. It looks like a lot of work. They're gonna give themselves all the reasons it's not gonna work. So why not just take it away from them? The second you take it away from them, they want it more. So that's my advice for you in today's coaching video when you find yourself pitching a solution your prospect might not be familiar with before you go in for the win, take it away from them. You might be surprised how they react because what you thought was second place might turn into a win because now they want it even more. Give it a shot.
