When you fall into tell, tell, tell mode with your clients, they have private conversations in their head that you don’t hear:
- 7 in 10 people will need long-term care at some point in their lives
Glad I’ll be one of the three who don’t!
- The average long-term care stay in a nursing home is 2.8 years
I’m not average. I’m not going to a nursing home.
- The cost of care for homemaker services in the US in 2017 is $47, 934 annually:
My spouse or children will care for me.
Of course the “facts’ and “statistics” you can spew at your clients is endless.
But what they hear is a Charlie Brown cartoon, blah, blah, blah!
It’s true, you can provide a great deal of data spewing statistics at your prospects and clients … facts do tell!
But it is stories that sell.
What would happen if you kept your statistics in your pocket, but explored long-term care with your clients like this:
- Shared your own long-term care story with them?
- Encouraged them to share their long-term care stories?
- Listened carefully and with caring to their stories?
- Investigated their needs in the context of the stories they shared?
- Explored how the feel about their future long-term care needs?
- Helped them design a long-term care solution that met those needs?
- Handled their “objections” as simply questions, concerns and conditions?
Are you ready to stop telling and start selling?
Author: Cindy Eisenhower
Cindy Eisenhower is a successful Long-Term Care sales professional with over twenty years of LTC Insurance experience.