1. The ‘Why-Are-We-Here?’ Question
After some initial small talk, try your best to naturally segue into the following question:
“May I ask what it is that made you invest the time to have this call today?”
While you’ll occasionally get a prospect who offers a vague reply, most will be quite transparent with you. And though they won’t always give you the exact answer you’re hoping for, you’ll at least know where they stand.
After the prospect gives you their answer, you can follow up by laying out the blueprint for the rest of the call.
Okay, very good. Well, I’m glad we get the chance to talk today.
This call will be a 30-minute call. At the end of the call, we’ll decide if it makes sense for us to move forward or not. Typically – if we both agree – then the next step will involve setting up a second call. But I’m not even going to talk about that right now, because I really want to know if we’re the right fit. Sound good?
Tie down number one is complete. (And you haven’t even broken a sweat!)
2. The ‘On-the-Same-Page’ Question
You want to make it very clear from the start that you aren’t another product-hawking advisor, but a guide.
The following question sets you up as their Navigator and gets them to make a small and unassuming commitment:
“My goal here today is to completely serve you, Mary. It could be that by the end of this call we decide not to do business together. (Because I don’t know if or how I can help.) Or I’ll refer you to someone else who I think can be a good fit. Does that make sense to you?”
By saying this, you make it clear that you aren’t a pushy salesperson.
It reduces the pressure and stresses that they have to act. (It also gives them an out, which makes them more likely to engage with you.)
3. The ‘Permission-to-Explore’ Question
Once you feel like you’re on the same page and the prospect knows what to expect, you have to get permission to dig in deeper than surface level.
Here’s one way to do this:
So, Mary…here’s how the call is going to go…
I’m just going to ask you some questions about your finances, your goals, your life insurance, and [insert appropriate topics]. I want to see if we’re the right fit for each other.
Like I said before, it’ll be about 30 minutes long.
Nothing I ask is because I’m trying to be nosey….I’m really just trying to see if there’s a good fit here. If there is, great! If there’s not, that’s fine too.
The more open you are with me, the more you’re going to get out of the call.
Does that sound good?
In 99% of sales calls, the prospect will agree. And just like that you’ve already earned permission to ask them tough questions. This includes questions about sensitive and awkward topics like money, health, and relationships.
And since you have their permission, you might as well throw them some fastballs like:
- What’s your annual income?
- How much do you have in savings?
- How much debt do you have today?
You should also get clear on whether they’re navigating alone or working with someone else by asking questions like:
- What have you done to solve this issue so far?
- What have you tried in the past?
- Who have you been working with so far?
No Pain, No Sale
The entire goal of the Navigator Method is to widen the gap between the Shore and the Island.
You’re helping them see how far they are from Paradise Island – even after all of the work and effort they’ve put in over the years.
You aren’t selling a product (initially) – you’re making them see the reality of their pain.
People on the Shore of Mediocrity are stuck in latent pain (and have been for most of their lives). Before you can show them what solutions exist, you have to help them feel the pain.
If you don’t follow the Navigator Method, you’re going to leave people in this latent pain.
You want to move them into the active pain stage, SO THAT you can help them win.
Let the people live in this active pain stage for a time! There will be a time when you pull them out, but now is not the time.
Take a Deeper Dive Into Prospecting, Sales, and Marketing for Insurance and Financial Advisors
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