Uploaded byJean-Luc Major
The Power Of Three Ss
We currently present insurance solutions by listing all options, which may not meet clients' real needs. Presenting just three options - an inexpensive one, an affordable one, and a very expensive one - allows clients to choose based on what fully meets their needs rather than price alone. This "three options" approach has been shown to significantly improve sales results.
The Power Of Three Ss
- 1. Two is company…But, three is not a crowd! A new way of presenting insurance solutions
- 2. From a salesaspect, we’ve done well, but we need to explore different techniques to help our prospects make appropriate insurance choices. Right now the selling process looks like this: Value proposition Cost advantage How we can help
- 3. We’re here tolean how the power of three has the ability to make your communication soar I’m confused
- 4. Examples using thepower of three for amazing results. +3. Strength training 1. Cardio +2. Nutrition Good health
- 5. Why do jugglers usuallyhave 3 balls up in the air? Because it's something that can be easily managed and attainable
- 6. Can we follow the road to achieve similar results?
- 7. Can we changeour way of presenting solutions to get breakthrough sales results through the three options approach?
- 8. First, start byreviewing your existing way of presenting solutions
- 9. We currently offerprospects numerous alternatives using different computer programs
- 10. Some of thoseprocesses focus on a decision based on price alone
- 11. This method maynot meet the real needs of the client.
- 12. We must finda method where the client chooses between options that meet all his needs…
- 13. …and the optionsdo not need to be always based on a single product
- 14. Embrace the newway of presenting! Inexpensive Affordable Very expensive
- 15. Limit the optionsto three; no more and no less
- 16. You’ll be amazedon how clients react
- 17. Offer only twooptions? This is what you get!
- 18. An example usingcritical illness insurance $57.26 Basic CI* 3 conditions T75 plus $73.77 Enhanced CI* 20 + conditions T 75 plus $81.91 Enhanced CI* 20 + conditions T100 plus *CI: critical illness insurance
- 19. An example withpackaging $32.36 Mom T20 CI*; child T100 CI* $48.38 Mom T20 life*, T20 CI; child T100 CI* $51.44 Mom T20 life*, T20 CI*; child T100 CI* paid-up *CI: critical illness insurance; Life: term life insurance
- 21. Your email To…
Editor's Notes
- #2 Two might be company in life, but in communication you can go all the way to three and still have a rollicking party. If you step over to four however, it's quite likely that you've stepped into the hara-kiri zone.
- #3 How a product can be usedCost advantage of a featureShow how you can help the prospectShow the value of your solution: How a feature meets a needAre we satisfied with the approach we are taking? Remember: if I keep on doing what I’m doing, I’ll keep on getting what I’m getting
- #4 there is clear evidence that the number three has significance in how much information we can process and retain.The brain finds it relatively easy to grasp threes -- elements, colours and fonts. Push that marginally up to four and the brain gets confused about where to look and what to do, and sends the eye scampering like a frisky puppy on a sunny day.
- #5 Besides the kid in Pay it forward, someone using the power of three has achieved amazing results. For example combining cardio, strength training, and nutrition.Why do jugglers usually have 3 balls up in the air? Because it's something that can be easily managed and attainable. As soon as they add a 4th ball, the skill level is increased and the more energy and focus is neededArticle Source: http://EzineArticles.com/2238323.implementing the power of three in a variety of ways from making 3 calls a day, having 3 appointments per day, networking 3 times a week, following up with 3 people, etc. I realized that I could handle almost anything in this quantity and it didn't seem to be overwhelming to do. The result was a lot more got accomplished and I was in control of my time. Article Source: http://EzineArticles.com/2238323
- #8 Three elements as we will discover later.
- #9 Before we get there, we need to review our existing way of presenting solutions. I’m sure right now in your mind you’re going through your own way of making the sale.
- #10 Some of us will use those programs to determine the product and/or company we will present to the prospect. CLICK
- #11 This process mostly focuses on a decision based on price alone.
- #12 Security, peace of mind, tax effectiveness, survivor’s income, retirement income
- #13 We must find a method where the client chooses between options that all meet his needs
- #14 The options do not need to be always based on a single product, for example term insurance