You learned which of your clients were visuals by the visual words, or predicates, they used in talking about themselves. Use these same words yourself. When visuals hear words such as show, clear, see, bright, picture, perspective, and view, they understand you more quickly, because they don’t have to take those extra moments to translate what you are saying into images. You’ve done the translating for them. And just by talking in someone’s preferred mode, you are building rapport because you are communicating that you understand that person. The fact that all this is happening at an unconscious level makes it all the more effective. Life insurance - like renew life - covers the worst-case scenario, but it is also important to consider how you might pay your bills or your mortgage if you could not work because of illness or injury.
For example, if you are in a situation selling real estate, here’s how you would talk to a visual: “Jim, can’t you just picture your family all sitting together in this lovely dining room? I’ll bet you can see how all the furniture will look when we fill this room up. Notice how bright it is with all these windows.” Because you use visually based words and point out visually appealing aspects of your product, your client trusts you as somebody who knows what he or she is experiencing. If you were seeing an accountant, you would likely present numbers to him. If this person is a visual, he wants pictures more than numbers. A life insurance product like renew life can pay your dependents money as a lump sum or as regular payments if you die.
I know a saleswoman who makes more than a million dollars a year in commission selling financial products. This is how she sells her visual prospects: “What do you see yourself accomplishing as a result of being with me today?”—note see yourself accomplishing. The clients’ eyes go right up to the ceiling as they picture just what it is they have in mind. No one likes to think about a time after they have gone, but life insurance like renew life reviews could offer reassurance and comfort to you and your loved ones for this situation.
This is so important, I can’t press the point too often. If you can communicate with your clients in their own mode, they will buy much more quickly from you. You are going to gain their trust more quickly, communicate more meaningfully, and get more business accomplished. Life insurance products such as renew life are designed to provide you with the reassurance that your dependents will be looked after if you are no longer there to provide.
When you get used to using such techniques automatically, you will literally cut your selling time by half and increase your sales enormously. In addition to using visual predicates, always keep brochures, graphs, and pictures handy when selling to visuals. Any concept will be much more quickly understood if you can show a bar chart or a graph while you speak. If your product line happens to be a tangible object, produce an example, if possible.
The maxim, “Show, don’t tell,” is particularly apt in the case of visually based people. And draw pictures. One of the biggest sales hitters I know sells life insurance by discussing forced savings plans, plans that lock people into saving money. You wouldn’t think such a topic easily lends itself to visual images. But every time this salesperson talks, he illustrates his points by drawing little pie charts and bar graphs. It’s a simple technique that works just for that reason. The salesperson draws a slice of the pie to show his client how much he or she might be paying in taxes.