Fwd: Lessons from the Greatest Life Insurance Salesman Ever – Part 4

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From: "Mark's Morning Motivation" <motivation@chattertonworld.com>
Date: 26 Jun 2014 06:58
Subject: Lessons from the Greatest Life Insurance Salesman Ever – Part 4
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Did you know that Ben Feldman's legacy as the greatest salesman of all time is not only in the amount of insurance he sold, but in the example he set? He would do 30 – 40 walk-in cold calls per week, work 12 – 13 hours a day, 6 or 7 days a week and studied from 10:00 p.m. to midnight every day.

In Ben's words, "Read! Study never stops because publications never stop coming in. It's read and study. And think about what you're studying. Take it apart and put it together. Ask 'why' and know the answer."

Part of Ben's 'study time' was used to develop what he called "power phrases", and then he'd practice and practice them with a tape recorder. His power phrases were designed to help him sell "softly" as he called it and selling by leading as well. Power phrases like:

"Doing something costs something. Doing nothing costs something. And, quite often, doing nothing costs a lot more!"

Or …

"You'll have the same problem when I walk out as when I walked in… unless you let me take your problems with me."

To advisors he said, "The key to a sale is an interview, and the key to an interview is a disturbing question."

I thought that was common knowledge until I raised the subject of disturbing questions in one of my training sessions and realized it was an "ah ha moment" for most of the attendees!

 

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