If sales were easy, everyone would be doing it. Every day you face new clients with new situations- which all come with new challenges. As your prospects explain their circumstances and needs, an obvious obstacle or two is likely to arise.
Your first inclination may be to shrink back… nobody likes talking about the tough stuff. But that doesn’t make it go away, and it certainly doesn’t help you provide your customers with the services, products, and protection that they genuinely need. The truth is the client is looking to you for guidance. You can build an enormous amount of trust by showing them you are brave enough to help them face their toughest challenges.
Nobody likes talking about the not-so-fun realities of life like health issues or financial struggles, but everyone would love someone to step in and lend a helping hand. Showing your clients you have the courage to step up and address the issues about their situation in order to get them on the right track with the right products is a sure way to a sales win. Nobody wants to go it alone- show them you are willing to put your gloves on for them, and that you there to help!
Encourage your clients to be brave, too. Change is always daunting because of the unknown; however, when you show the boldness to face what is threatening you, you often find there was nothing to fear in the first place. Relief and resolve are found when you decide to tackle what has been intimidating you. Be the person that is big enough to say what needs to be said, reassure your clients, and help guide them to a more secure future.