Closing sales online for banking

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[Applause] [Music] i'm not giving you my banking information if you sell over the phone you've heard this form of resistance most sales people don't know how to respond to this most salespeople have a deer in the headlight type of response not any longer see before understanding how to respond to this stall or objection you must first get your mindset right so this is all about getting your mindset right see you are in the financial services industry and you're going to be held at a much higher standard than any other industry you're not going to jeopardize yourself or the industry that you actually work in see most sales people feel that they must try to prove to the individual that they are an expert and list all their credentials see what that's going to do is this it's actually going to turn someone away because it feels like the sales person is actually trying to hide behind something see the way that you make someone feel comfortable so they don't feel like this is a scam is by being direct and right to the point see what you want to do is this is you want to explain why this is needed to process the information and that's why you're asking for the banking information see you've earned the right to ask the prospect for this information never forget that if you've helped the prospect to this point the phone call you've now earned the right to ask for the banking information first of all always agree see this is not the time to try to list all of your credentials give them your license give all of your information that is not what will make the prospect comfortable the way that you answer this resistance is with confidence and you're determined to be able to help this person out so you're going to notice that if you listen carefully to what i'm about to say the word process is used three times in this response make sure that you make this word a part of your process you see what happens is the word process subliminally tells the customer that this is the only way to do business not just with you but with anybody that they're going to need this from so here's how you're going to go ahead and respond to i'm not giving you my banking information the first thing you're going to say is this i hear you joe the process used when completing an application with any insurance company is the most secure of any industry all insurance companies must use a secure platform to process your banking information similar to what social security and medicare use to process retirement checks the insurance company as well as myself are held accountable for making sure your information is protected you have nothing to worry about when you're dealing with me let's first start with your routing number which are those first nine numbers on the left of your check so as we went through this response i'm going to repeat it back again so that it sinks in you're going to want to memorize this so that it becomes a part of your process so i hear you joe the process used when completing an application with any insurance company is the most secure of any industry all insurance companies must use a secure platform to process your banking information similar to what social security and medicare use to process retirement checks the insurance company as well as myself are held accountable for making sure that your information is protected you have nothing to worry about when you're dealing with me let's start first with your routing number which are those first nine numbers on the left of your check see you've told them that this is the only way to do business with confidence and you've used that work magic word process see this will typically work it'll get the customer understand that if they want this all insurance companies will operate exactly the same you've been upfront with them and you let them know that you will be held accountable that word accountable is very very big in sales because it's telling that prospect that you are on the line for this as well so what about if the prospect comes back to you and says i still don't feel comfortable giving that information to you over the phone how do you respond to what i call the stall behind the stall so here's how you would respond to the stall behind the stall it's okay to feel that way joe let me explain this process a little bit better so you're comfortable the process since we're both on the same team the secure banking platform that is used during the process will x out your information as it's entered in so that it can no longer be accessible since insurance is part of the financial services industry it's monitored by the federal government and i'm held accountable for your information you have nothing to worry about when you're dealing with me let's start first with your routing number which those first nine numbers on the left of your check see you have now ended with almost verbatim the same ending that you did to the previous stall see by repeating the same thing twice without embellishing anything that's extremely powerful see in both of these responses what's happened is this is you've used the word process which is letting that prospect know that this is the only way that this can happen it's a nice way of saying this is the only way that something is going to happen so you've used that word process the other very important word that you've used is the word accountable you are accountable the insurance company is accountable so at the end of this phone call if something goes wrong you are accountable you're taking accountability for this see people respond emotionally never ever forget that if this still does not work you must go back over your discovery process and show them how this was their decision not yours so you must get off the money if the second response does not work so many sales people will make the mistake of staying on the money when somebody is saying no if you've had a response and then you've had a response to the stall behind the stall you have to get off the money you have to get off the money most sales people stay on the money once you've done it twice get off the money you can ask them what's your biggest concern now that you're on medicare see their biggest concern may be that they're worried if they can afford what you're selling that's a whole different conversation you must uncover the reason they are not moving forward with you one piece of advice is this do not hang up the phone you will never ever get this opportunity ever again so make sure that you find out exactly what it is that's preventing them from giving you the bank information you've given them two really really good responses that should get that prospect to turn into a customer for you now that you've heard this response now that you've heard this stall go out there and memorize it and make sure that it becomes a part of your selling process and go out there and be an absolute sales rock star [Music] you