Three Great Lines That Made the Sale
Often, when it comes to closing the sale, one terrific argument, one master-stroke of persuasion, can overcome the prospect's resistance. Here are three stories of how terrific salespeople turned me from a prospect into a sale.
1. Years ago I was considering buying a million-dollar life insurance policy and got a quote from my independent agent. It seemed quite expensive so I gave my attorney a call and asked his advice. He said that I would do better by giving the insurance a pass and investing the premium money instead.
The insurance agent came to the house and asked if my wife and I had made a decision. I told him what the lawyer had advised. The agent paused, looked me in the eye, and then said, slowly and thoughtfully:
"Ivan, if you die tomorrow, and your wife calls your lawyer, will he come to your house with a check for a million dollars? I will."
This powerful argument stopped me in my tracks. It seemed to clarify everything and stripped away my resistance. I signed on the dotted line. The insurance agent's ability to defeat my objection and make a winning argument in just two sentences was impressive indeed.
2. I was shopping for a new car and wound up deciding that a spiffy sedan was just the ride for me. The dealer and I went back and forth and finally came to terms.
The only hitch was that the car with the color I wanted was at another dealership about 60 miles away. That hung me up. The fact that I couldn't see the actual car I'd be buying and just drive it off the lot, bothered me. The dealer could see this and said:
"This isn't a problem. We'll have a professional driver bring it up and you'll have it in about an hour."