I want you to imagine you're selling life insurance.
Your goal is to find people who want to protect their family if something bad happens.
So what do you do if someone says...
Protecting my family is the most important thing in the world to me. I want to make sure they're completely fine no matter what happens.
YOU STOP DIGGING FOR PAIN BECAUSE THEY WANNA SOLVE THE PROBLEM.
But here's the thing... you don't pitch either.
Instead, you praise:
You know, it's really refreshing to find someone who cares about their family this much. Half the battle can be convincing people to realize that if your income stops coming in... the whole family has to leave the house.
Praising makes a prospect feel like their status is elevated by solving the problem. In this case, we made this prospect feel like a better, more responsible parent than anyone else because they realized they needed to protect their family.
They feel good for wanting to solve the problem, even if it costs them money.
Once they see themselves in this higher status, they'll be reluctant to step out of it. If they don't buy life insurance to protect their family, they're stepping away from the responsible parent status into the "hope nothing happens" parent status.
I used this all the time when I was selling compensation software at Pave too. If someone really cared about educating their employees, I'd say something like:
You know, it's not easy to get employees to understand strike prices, valuations, and all this stuff. But it's really refreshing to meet someone who realizes that doing this work upfront keeps employees around because they actually see their options as worth something.
Do it right and your prospect will light up.... and keep walking forward.
Give it a shot folks! And if you like what you saw here, make sure you sign up for the discovery course waitlist because this is just the tip of the iceberg:
