Learn From Celebrities: Salesmen'S Eloquence

Jo Cullmann, a young father who died at the age of 18, became a professional golfer. Later, he was injured in his arm and had to return home to become a life insurance salesman.

At the age of 29, he became one of the highest paid salesmen in the United States.

In the 25 years of selling career, he sold 40000 life insurance, an average of 5 daily, which made him a gold medal salesman in the United States.

As a successful salesman, he has to work hard and be able to speak.

He has both sides.

With his diligence and outstanding eloquence, he sold life insurance to customers after another, and at the same time, he promoted himself to himself.

Generally speaking, people are always alert to strange salesmen. They often send them away with no time.

If you are a salesperson, if your client interrupts your conversation, you can use a magic word to change the bad situation.

The magic word is: "how did you start your career?" Cullmann told us: "this sentence seems to have great magic power. Look at those busy people. Whenever you ask that question, they can always squeeze time to talk with you.

"

Ross is the boss of a factory and has a busy job.

Many salesmen had nothing to do before him, but Cullmann succeeded in letting the busy man accept his sales promotion.

The following is a dialogue record of two people.

Cullmann: Hello.

My name is Jo Cullmann, the salesman of the insurance company.

"

Ross: "another salesman.

You are the tenth salesperson today. I have a lot of things to do. I have no time to listen to you.

Don't bother me. I have no time.

"

Cullmann: "please allow me to introduce myself. 10 minutes is enough.

"

Ross: "I have no time at all.

"

Coleman lowered his head and spent a whole minute to see the products on the floor. Then he asked Ross, "do you produce these products?" after answering the affirmative answer, he asked, "how long have you been doing this job?" Ross answered, "Oh, 22 years."

"How did you start doing this?" "this magic word has worked for Ross," he asked.

He began to talk endlessly and talked for more than an hour from his early misfortunes about his entrepreneurial experience.

Finally, Ross warmly invited Cullmann to visit his factory.

On that occasion, Cullmann did not sell insurance, but became friends with Ross.

In the next three years, Ross bought 4 insurance policies from Coleman.

As the saying goes, gentlemen do not speak, nor do gods.

Therefore, as a salesperson, he is most afraid of the other party to be silent.

If this happens, you can say that magic word like Cullmann.

The secret of promotion is to find the most intense needs of people.

Then, how can we find a strong need for customers to hide in the heart? One way is to keep asking questions, the more you ask, the more customers will answer; the more you answer, the more exposure you will be, so that you step by step and passively take the initiative to successfully discover each other's needs and satisfy them.

A friend of Mr. Coleman is the owner of a recycling company in Philadelphia.

He bought the first life insurance in his life.

Once, he said to Cullmann, "I suddenly remembered how I bought the first life insurance from you.

You said all that I said, the other salesmen said.

Your brilliance is that you do not argue with me, just ask me 1 why; 1;

You kept asking, I kept explaining, and sold myself.

The more I explain, the more I realize my disadvantage, and the defense line is finally washed up by your questions.

It's not that you are selling insurance to me, but I am 1; take the initiative 1; buy it.

"Friend's remark reminds Cullmann that it is so important to keep asking questions." why, "why," like a detector, you can finally find the needs of customers after looking for something.

Sometimes, even the customers themselves do not necessarily understand their inner needs.

Then, as a salesperson, it is necessary to help the other person find this need by asking questions constantly. If you can help the other person find his own inner needs, then your sales will become easier.

Mr. Scott is the owner of a food store.

By asking questions, he sold him the biggest life insurance his insurance company ever had: $6672.

The following is a dialogue record of two people.

Cullmann: "Mr. Scott, can you give me some time to tell you about life insurance?" Scott: "I am very busy. Talking to me about life insurance is a waste of time.

You see, I am 63 years old. I stopped buying insurance in a few years.

The children have grown up and can take good care of themselves. Only my wife and a daughter live with me, even if I have any contingency.

They also have enough money to live comfortably.

"

For others, Scott's reasonable words were enough to dishearten him. But Cullmann did not give up his heart. He still asked him: "Mr. Scott, a successful person like you is sure to have some other interests outside of his career or family, such as the support for hospitals, religions and charities.

Have you ever thought that after a hundred years, they may not function properly? "

Seeing that Scott did not speak, he realized his questions and asked the idea. So he took the time to catch up and went on: "Mr. Scott, buying our life insurance, whether you are alive or not, your financial support will be maintained."

7 years later, if you are still alive, you will receive a check of $5000 a month until you die.

If you don't need it, you can use it to accomplish your charitable cause.

"

Hearing this, Scott's eyes became bright and bright. He said, "yes, I have funded 3 missionaries in Nicaragua. This is very important to me.

You said just now that if I buy insurance, the 3 missionaries can still receive financial assistance after my death. How much do I spend altogether? "Colman answer:" $6672.

"In the end, Mr. Scott bought the life insurance.

Generally speaking, people buy insurance to protect their families and their families. And through continuous questioning, Coleman finally discovered another strong need that Scott himself did not realize - philanthropy.

When Coleman helped Scott find this hidden need, buying life insurance to meet this need became an initiative rather than a passive thing for Scott.

Another time, Cullmann sold life insurance to a boss of a carpet factory.

The boss said firmly to him, "no matter what we will not buy.

"Can you tell me why?" the boss said, "we lost money.

Shortage of funds and financial deficit.

Your insurance cost us at least 8000 to 10000 dollars per year.

So unless we get better, we will not spend a cent more.

"At the end of the conversation," asked Mr. Colman, "what other reasons are there besides that? In other words, what makes you so resolute?" the boss smiled, and he admits: "there are other reasons indeed."

That's true.

My two sons graduated from university. They both work in this factory.

I can't give all the profits to the insurance company. I have to think about both of them.

Right? "

When the real reason comes to the surface, the problem will be solved.

Cullmann designed a plan for him to assure him that property would not be lost.

Of course, this plan also ensured the two sons of the boss.

Since the son is secure (the boss is most concerned), the boss has no reason not to buy the life insurance that Cullmann sells to him.

If you can distinguish what is the surface cause and what is the underlying reason, of course, if you can't distinguish it, then you ask Cullmann like "what else is there?"

Cullmann told us: "as long as you can make customers keep talking, it means he is helping you find the key points."