Annuity Selling Tip - Sell to Feelings and Build the Relationship

I read a new book recently called Secrets to Social Success about how people interact socially and this quote was at the beginning and it sort of stunned me because it is the basis of how I sell annuities.

?The deepest principle in human nature is the craving to be appreciated.? -- William James

I have long believed that selling annuities is about knowing and understanding how people feel. Once you know how they feel it is possible to probe deeply into their personal life and their finances. This goes hand in hand with the need to be appreciated. Appreciation is understanding how another person relates to you, themselves and their surroundings.

Another famous saying is from Dale Carnegie:

?You can make more friends in two months by becoming interested in other people than you can in two years by trying to get other people interested in you.?

Selling annuities is just that simple, being interested in another person enough to fully understand how they feel. The problem of course is how to bridge the gap from a new acquaintance to understanding how another person feels. That is the ?Art of the Deal.?

Selling annuities is learning the art of asking the right questions in order to solicit a feeling response. There are several ways to do this but my favorite has always been to ask someone what they hoped to accomplish and then expanding on that answer. Once someone tells you how they feel it opens a door to ask more and deeper questions that always lead you further into the feelings of the prospect.

In one sense you are really becoming friends with the prospect and the temptation to do so should be restricted. Selling product allows you to have a relationship of counselor/client but deepening into a relationship can be financially awkward for both participants. Remember, the secret to selling anything (annuities) is to understand how someone feels and how our simple products can bring benefit to their lives.

Bill Broich is thirty year annuity salesman who helps agents generate leads and sales. He blogs frequently about the insurance industry and selling. Visit his website for more information: Insurance News

For more tips on creating social success in business and your personal life visit Secrets to Social Success