It isn’t often that we get to meet with a prospect who knows exactly what they want after just one appointment. They listen attentively, ask relevant questions and finally say, “Ok, how do I sign up”. The dream prospect!
How often do we get this? One in ten? One in twenty? Certainly not often enough!
Most of the time, we get prospects who just cannot make up their minds! It is mentally and emotionally draining dealing with such prospects and trying to find them the right product that they would finally say “yes, this is the one I’ve been looking for”.
What is the problem here? Have we not found the right product for them? Maybe. But more often than not, it is due to other reasons. And as long as we don’t identify the reason (or reasons), we might find ourselves going in circles with such prospect.
5 reasons why your prospects can’t make up their minds
1. It’s not the right time and circumstance
They want your product; they know it is important for them that is why they spoke to you and sat for an hour to listen to your sales pitch. But they simply just can not get it right now.
Maybe they are just too busy at the time to think about all the options that you have offered them. Things at work are too chaotic or it’s the holiday season and they are busy planning for activities for the children. Or maybe their spouses do not agree to it and your prospects need more time to convince them.
Some prospects don’t come outright with the reasons behind their indecision, this leaves you hanging by the thread. So your openness is important to ensure that trust can be built. This will encourage the prospect to do the same and hopefully will encourage them to clearly let you know the reasons why they are not able to purchase right now.
Your action: Stop pestering but be curious. Back off for the time being, but connect from time to time to understand if their circumstances have changed while building a solid relationship with them. A strong relationship means that when they are finally ready to buy, they will most likely look for you.
2. They don’t have the budget
They are not indecisive, they just cannot afford it. The good news is they are serious about the product. The bad news is the cost may be too much for them.
So even if they are dying to buy from you, as long as you have no right plan with a price tag they can afford, it is a dead end. You can help them plan their budget better and find ways for them to afford the plan, or you might as well KIV (keep in view) the prospect for now.
Your action: Identify the plan he can afford or work together to come up with a creative approach to overcome the budget constraint. Last resort: KIV, continue to check up on the prospect.
3. The information they are getting is not convincing
They aren’t indecisive, they are just confused.
Let’s face it, insurance isn’t as easy as ABC to some people. So many new terms to understand, so many conditions to fulfill. And having to pay a big sum of money for the rest of your life in return for a few sheets of paper just does not seem very appealing to them.
Explaining about the product is not enough. We need to make sure that we also explain why saying “yes” to the product is the best decision the prospect can ever make!
Your action: Narrow down on a specific plan the prospect shows keen interest in, find out where the confusion lies. Explain everything you can about the product and WHY IT IS THE BEST PLAN for the prospect.
4. They are just curious
Nope, they are not indecisive; they are just not really interested to buy. Perhaps they are doing some research, and just wanted to know more about the subject, in this case insurance. Instead of reading about it they felt it would be easier having an expert explaining it to them.
Or they are just collecting quotations and comparing products from various companies and agents without any real intention to buy. The prospect makes no motive to connect with you and is emotionally detached.
Your action: Follow your instinct. Your charming personality may still make a difference but don’t count on it. If you feel that the prospect has zero intention to buy, move on! You can use your time more productively elsewhere.
5. They just don’t know what they want
They shift their interest from one plan to another, and then come back to the first one again. And just when they seem to get it, they go and ask about a totally different plan.
What is it that they really want? Well chances are, they don’t even know it themselves. And you introducing plan after plan and explaining one after another is probably pointless.
Your action: Fact finding! The prospects are clueless. So first help them understand their needs by working together with them in identifying these needs. Then propose the best solution to fulfill those needs.
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