An important part of every sales transaction is the personal relationship built between salesman and client. It’s a huge part of what urges a client to decide to buy – but do you know how to use transition statements to close sales?
Sometimes it’s hard to come up with a way to segue conversations into sales, especially when your clients are excited to tell you about their personal lives. Powerful transition statements can smoothly change the topic and remind your clients why you’re there. They’ll appreciate you listening to them and may not even notice what you did! Try our suggestions:
When you start asking your clients about their health care and their finances, they might start venting a bit. They might tell you about how they have a small retirement fund and how hard that’s been, or how they’re worried about their health. Listen to them, and use their anecdotes as an opportunity to step in and offer a way to help. After all, that’s why you’re there, right? Use the phrase “based on what you’ve told me…” to make sure your clients know that you were listening, you heard them, and you have a potential solution.
In your career, you’ll run into more than one talkative client who forgets that you didn’t stop by to talk about grandkids or retirement trips to Europe. A polite way to bring the topic back to health care is to say something along the lines of, “While I’m here, I’d like to discuss ____ plans. I think it’s a good choice for you, and here’s why…” Remind the client that they should get your help while you’re sitting there talking to them instead of having to ask you to come back later.
Finally, Instead of only providing statements, use questions like transitional phrases. For example, if you think Medicare Advantage is the solution to your client’s problems, instead of saying “let me show you a Medicare Advantage plan,” ask, “Would you like to hear about a plan that’s in your budget and will cover your medications?” That way, you’re having a conversation instead of talking at them.