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Meet client at conducive environment such as their house with lesser distraction, easier to connect to client

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Insuance is a want. Not a need.

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People make decision emotionally and justify it logically

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Maslow’s Hierarchy of needs

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Emotional satisfaction is the strongest buying motive

It leads to the other buying motives

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Work with client, ask correct questions to help client uncover problem first before talking about solution. Try to describe, paint moments where client’s emotions can be brought thru the “What if….what will happen…how will you handle?”

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Let the clients understand that there is an urgent need for action on their part on current issues 

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Let the clients understand that there is an urgent need for action on their part on current issues 

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Uncover the individual’s problem before providing a solution otherwise the solutions provided will not be seen as a need

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let they realize their problems by their own

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People do what they want when they want to do it

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Cost will be secondary
Safety will be primary concern

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Image is very powerful, pain and enlarge the problem then provide the solutions.

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Positioning oneself to illustrate the problem

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Positioning oneself to illustrate the problem

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Then angling the solution which might be right under your nose

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find out the client problem and make it big

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Your workshop near AIA Alexandra

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Do not reverse engineer the solution to the client

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We create the problem and provide the solution

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Make the problem big enough for the client to feel the pain.

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Ask the right questions to uncover the ppl needs

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Present problems and allow clients to think of solutions before presenting the solutions to them

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Your car tyre

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Talk about problems before offering solutions.

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