Friday, July 25, 2008

"Why" is a powerful word.

In my early years of selling life insurance, I always found it difficult to overcome objections from prospects. Some of the common objections like; "I am not interested", "I don't believe in insurance", "Let me think about it!", "I like to talk over with my wife", "Like to compare first" and many more. Most of these objections could be false. They said them for the sake of saying or to push me away. With many hard knocks plus trial and error, I managed to find a solution to overcome the untruthful replies from my prospects.

Whenever a prospect gives me an objection, which could be true or untrue, I will just reply him with one word. This key word is "why". The "why" is a miracle word with power. After saying softly to him this "why", I will just stare at him in silence. This "why" creates thoughts in him. The silence stare, is like forcing him to tell the real truth. With a little experience, one will be able to master the art of overcoming objections and sensing whether prospects are lying. Remember to say "Why" and keep silence. Be brave to look at his face to observe his reaction.

Not only the "why" could be applicable to selling. It is usable in our day to day lives as well. For instance, if you are having a quarrel with your lover and she says, "I don't love you any more!" Don't be too smart to answer for her with various reasons for being not loving you. Try to look at her face and gently reply, "Why?" Keep silence, don't utter a word at all. Stare at her face seriously. The longer the silence, the better will be the result. Let her talks and you listen. A lot of sales were lost and many loves were broken because not many know how to use the right words for the right time. So the next time you do encounter with some objections of any kind, try the "why" and see the result yourself.

My God daughter shared this power line; "Once you have eliminated the impossible, whatever remains, however improbable, must be the truth" - Sir Arthur Conan Doyle.

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