From the course: Sales: Practical Techniques
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Building their needs
- Now, having identified their needs, there is something else that's a good thing to do, which is to build their needs. Make them really feel a bit of pain. Insurance people do this, actually, because they say to you, "Do you have life insurance?" And you go, "Well, no." And they go, "Well, what would happen if you died?" And you say, "Well, I don't know. "I suppose my wife would have to support my family." And they say, "Well, how would she do that?" And you say, "Well, I guess she'd have to get a job." And you say, "Well, so who would look after the kids?" "Well, I don't really know." And what they do, they get you to really think about the pain of, and then they say, "Well, you know, you don't want that to happen, do you?" And so, you know, imagine if for only £10 a month, you could make sure that none of that happened. So this is sometimes called disturb and relieve. So they give you the disturbing images in your mind of oh my god, she won't be able to feed the family. And then…
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