John Wetmore demonstrates how to uncover a prospect's motivation on a sales call. A salesperson asks about insurance coverage, then listens for life events. When the prospect mentions a sister-in-law's death, the salesman responds with empathy and builds from there.
Now, do you have any insurance in place now, or you got nothing at all? Nothing at all. Uh-oh. Just hadn't got around to it, or do you have trouble getting some, or— Got it. All right. Did something trigger, something happen in life making you get it, or— Oh, sorry to hear that. Did something trigger in life, someone die or pass away, or something trigger to make you figure out that's not quite enough coverage, or what happened?
I did have another sister-in-law that passed away this past week, but I had been thinking about it for a couple of months anyway. Got it.
Dang, I'm sorry to hear that.
Well, she was just kind of out of the family, but still in the family, if you know what I mean.
I definitely know. I definitely— I understand that one.
How YOU Can Make $15,000 Per Week from ANYWHERE ft. Keenan Stockling Jr | Ep112
