Nate AuffortWorld's #1 Authority on Identifying personality types in under 60 seconds using Strategic Sales and Negotiation Tactics

CLIENTS NEEDS STORIES!

Name: CLIENTS NEEDS STORIES!
Uploaded: 2023-04-21T23:30:05+00:00
Duration: 57 s
Channel: Nate Auffort
Description: A brief sales-training monologue (YouTube) by Nate Auffort coaching agents to use vivid, visual storytelling and roleplay—using example clients Mary and…

21 Apr 2023 · 1 min

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A brief sales-training monologue (YouTube) by Nate Auffort coaching agents to use vivid, visual storytelling and roleplay—using example clients Mary and Bob—to emotionally engage prospects and close mortgage-protection and life-insurance sales. The speaker criticizes wordy pitches and shows how to make clients mentally 'play out' loss scenarios to increase urgency.

Chapters

So if I'm sitting down with Mary and Bob, right, And I'm selling mortgage protection, life insurance, whatever the case may be, right. All I got to do is a lot of agents will come out and go, so why did you fill out the form? Well, you know, in case something happens with Mary, I want to make sure she's protected. They go, okay, great. And they go right into their pitch. I want that sale made before I go to my pitch. Okay, so when you say, in case something happens to Mary, what do you mean by that? Bob. God forbid. Bob. Bob, you're not here. You died yesterday. What does that look like for you financially? Mary? Here's what happens. The husband's watching, and they emotionally go into a little bit of distress. I want. Sometimes the woman will start to tear up. Her eyes will start to. Well, I make it so visual because people are visual. People think in stories, and most people selling words, and most people selling words. People don't think in words. They think in stories. They're visual beings. So I create this, like, their story. They're playing out the story. I'm not. Those words are coming out of her mouth. I'm not.