Técnica de persuasão para veder seguro

Summary

The transcript focuses on an effective sales technique for banking and insurance products, emphasizing the importance of building rapport with clients through personalized questions and validation. The speaker introduces the 'three yeses' method, encouraging bankers to engage clients in meaningful conversations about their life and financial priorities. By validating the client's beliefs and needs before making an offer, the sales process becomes more natural and relevant. The key takeaway is that asking the right questions and creating genuine connections can lead to sales that don't feel forced or robotic, ensuring a smooth and successful transaction.

Takeaways

• 😀 Establishing rapport with clients is key before offering products, ensuring the offer makes sense to them.
• 😀 Use techniques like the 'three yeses' (três sims) to build trust and align your product with the client's needs.
• 😀 Before presenting an offer, validate the client's situation by asking key questions that make them think about their needs.
• 😀 Example: Ask if the client is the main provider of income in the family to understand their financial role.
• 😀 Use personal questions (e.g., about family or future goals) to gain insights into the client's priorities.
• 😀 Asking questions about future security or family goals (e.g., children’s education) helps build a case for the product.
• 😀 Present hypothetical situations (like a money-making machine) to highlight the importance of securing assets or investments.
• 😀 Clients are more likely to agree to a product when they have validated its relevance to their life and goals.
• 😀 Avoid robotic, scripted interactions. Engage in genuine, conversational dialogue to make the sales process more natural.
• 😀 Ask open-ended questions that promote discussion and understanding, rather than just seeking simple answers.
• 😀 Focus on making the offer feel like a solution to the client’s needs, not just a sales pitch.

Q & A

What is the 'three yeses' technique mentioned in the script?

The 'three yeses' technique involves asking a client a series of questions that encourage them to agree with statements that align with the salesperson's offer. By getting the client to affirm these ideas, the salesperson ensures the product makes sense to the client before presenting the offer.

Why is it important to validate ideas with the client before offering a product?

Validating ideas with the client ensures that the offer will make sense to them. It helps build a connection and confirms that the product being offered meets the client's needs or concerns, making the sales pitch feel more relevant and natural.

How does the speaker suggest engaging the client during an interaction?

The speaker suggests using open-ended questions to engage the client and understand their needs better. This approach helps foster a more conversational and personalized interaction rather than a robotic, transactional one.

What role do open-ended questions play in the sales process?

Open-ended questions allow the salesperson to gather valuable information about the client’s needs and priorities. They encourage the client to share more, which helps the salesperson tailor their offer and make it more relevant.

What is the significance of asking about the client's role as the main income provider?

Asking the client if they are the main income provider helps establish their importance in the family’s financial well-being. It reinforces the idea that they are the 'machine' that drives the household’s financial success, which can help justify the need for a financial product like insurance.

Why is it important to connect the offer to the client’s personal life?

By connecting the offer to the client’s personal life, the salesperson makes the offer more meaningful. The client is more likely to see the product as relevant if it addresses their real concerns, like their family's well-being or their own financial security.

What does the speaker mean by 'moving the world with questions'?

The phrase 'moving the world with questions' means that asking the right questions is a powerful way to drive a conversation forward and uncover what matters most to the client. The answers then guide the salesperson in tailoring their pitch.

How can avoiding robotic language impact the sales process?

Avoiding robotic language helps make the interaction feel more human and authentic. A more natural conversation can build rapport and trust with the client, which is crucial for successful sales without appearing overly pushy.

What does the speaker suggest about the relationship between the salesperson and the client?

The speaker suggests that the relationship should be built on genuine communication and trust. Instead of focusing on a hard sales pitch, the salesperson should aim to understand the client’s needs and create a solution that feels personal and valuable.

What is the main takeaway from the script for salespeople?

The main takeaway is that successful sales come from building a meaningful connection with the client, asking insightful questions, and tailoring the offer to meet the client’s specific needs. This approach leads to a more natural, non-pushy sales experience.