The Chinese Water Torture
Whoever said that selling Long Term
Care was easy is a liar!
Most Long Term Care insurance is purchased by seniors who in many
cases have a difficult time paying the premiums. After all, how many
seniors do you know that can afford to pay a substantial Long Term Care
premium without affecting their standard of living.
Usually, even if your client acknowledges that he really does have a
need for Long Term Care, he still has a difficult time rationalizing
paying the premium.
Recognize that you are asking seniors, at a time in their lives when
they thought they were all finished paying for insurance, to take on a
substantial additional burden that in many cases they really cannot afford
- without impacting their lifestyle.
People do not object to
buying Long Term
Care insurance.
"They only object to paying for Long Term Care insurance."
Your job is to convince them that:
- The problem is a real problem.
- The problem is Their Problem.
- The problem is not going to go away.
- No, the government is not going to solve it for
them.
If you do your job of motivating, explaining, and
disturbing, many will agree to buy Long Term Insurance from you.
Unfortunately, many will not buy and for those that
say, "Thanks, but No Thanks" we recommend that you consider
using the sales technique that we call:
"The Chinese
Water Torture"
The Chinese Water Torture is really a very simple and
effective technique that with persistence will substantially increase your
sales.
Here's how it works:
- If you have given your client all the information
that he needs in order to understand the need for Long Term Care.
- If you have answered all of his objections.
- If you have asked him to buy at least three
times.
- It's time to leave.
Be sure to thank the client for the opportunity to
discuss the need for Long Term Care, even though for the present he
chooses not to do anything about the problem.
Sooner or later your client (and his wife) are going
to have a Birthday!
- Make sure that you send them a Birthday Card.
- Mention that you hope they enjoy good health.
- Tell them how much the cost of Long Term Care
insurance has increased in just one year.
Sooner or later, the Chinese Water Torture is going
to cause them to call you because:
"We want to buy the Long Term
Care insurance that we should have purchased from you before, when it
would have cost so much less."
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