Here is a brief insurance sales guide to tips that show when someone is lying. Discover insurance buyers methods that give away that they are telling you a lie. A sales situation is often a game encountering the prospect and the insurance sales person. The showdown game involves the sales agent persistently pursing insurance buyers, and these prospects avoiding buying.
Lying insurance buyers have no regret. They have made no obligation to buy. If you are the sales person you want to determine why you did not get the sale. First and foremost was this person really a true prospect.? Did your presentation stink? Most likely your prospective buyer started lying to you, and you didn't pick it up.
Determining lying does not take a genius or irate parent. By keenly observing both the verbal and visual signs you uncover lying. Once you learn the lying signals, you will observe almost a clear pattern. Let's start the guide to lying signals going in this insurance sales report.
1. The insurance prospect starts stuttering or you notice a slurring of words together
2. Suddenly your prospective client touches his nose.
3. You hear the phrase, "To be completely honest with you."
4. You notice your prospect licking his lips
5. He makes sighs, or takes a deep breath
6. Your prospect shrugs his shoulders
7. His or her lips tighten up.
8. He speaks in phrases, inserting "oh" uh" type fillers
9. You observe lots of movement from a hand to the stroking the facial area
10. He replies, "As far as I know"
11. The insurance prospect starts taking more frequent, but longer swallows while drinking from a cup.
12. He turns his body more away from you, and looks downward or to the side.
13. You notice the hands tighten, and hand motions are reduced.
14. He changes his thoughts midway through his reply
15. The prospect starts picking up nearby objects and slowly handles the object.
In an insurance sales presentation catching your prospect lying does not often turn in your favor. Never expose the lying or you just lost the possible sale. However be fully alert after you pick up on the first little white lie. Now quickly cut to the chase, and immediately start to go for closing the sale. Chances are very good that you do not have a true buyer. Quit wasting more of your time. Otherwise you are going to be spinning your wheels all the way home.