Proven Phrase Can Influence Insurance Sales
One of the best ways to psychologically engage a prospect, and help them to "sell" themselves, is to appeal to his or her "good" sense. It's a relatively simple technique, using any variation of "Does that make sense?" or "Does this make good sense?"
"Primer" Word Resonates Subconsciously With Prospects
The word "sense" is the operative or critical element here.
It's what rhetorical psychologists and "neuro linguistic" experts refer to as a "primer" word. And it works because the word "sense" automatically resonates with a reasonable person's decision paradigm - triggering a spontaneous and subconscious emotional response, based on pragmatic or rational information.
Which means that it forces the prospect to express an opinion or reach a conclusion based on obvious and reasonable information.
"Key" Words Influence "Key" Thoughts
In other words, the word "sense" in and of itself influences the prospect's disposition.
Because asking the question requires the prospect to conclude for himself that the information is "acceptable" and apparent to anyone with "good" sense. And of course, we all want to be sensible in our assessments and decisions.
So if something makes sense to us - then we will readily (or sometimes reluctantly) admit it - especially if the "facts" are indisputable or undeniable. Which means that your prospect will agree with you - which also enhances the perception that you are credible and trustworthy.
So instead of touting the benefits and advantages of your proposition - you defer to your prospects ability to reach the same conclusion that any reasonable person would reach - simply because "it makes sense".
Example for Auto and Home Coverage:
"Does it make sense to purchase your coverage based only on price - and later discover that it's a hassle to process a claim, and that it will actually cost you more money than you expected?"
Of course almost everyone will invariably agree that it does not make sense, which means that they have made and expressed a conscious decision NOT to choose their coverage based on price.
Do you see how that works?
You don't ask them to accept your conclusion - because they know that you want to "sell" them something. You only ask them to accept their own conclusion (the same conclusion that any rational person would accept) - so that they "sell" themselves.
Example for Fixed Index Annuities:
"Does it make sense to risk losing 30%, 40% or even 50% of your savings, just for the potential to capture the maximum return on your money... and then pay taxes on your earnings every year - even if those earnings can be lost AFTER you pay the taxes?"
Example for Major Medical with Health Savings Account:
"Doesn't it make sense to reduce the cost of your insurance by as much as 40% - pay for all your minor healthcare expenses with tax free dollars - and then keep whatever you don't spend?" insurance sales
So ask yourself, "Does this makes sense?"
