Good Plan Delivery Makes A Good Planholder

By The Sales Trainer -

When a sales counselor delivers a plan, he has the opportunity to make his planholder conscious of the value of his plan. By a hasty lack of graciousness, he will give the impression that he is only interested in his commission. On the other hand, by explaining the plan thoroughly, he can leave the planholder with a feeling of satisfaction that will result in persistent business, the possibility of a repeat sale, and his referral of a likely new prospect.

Make sure that the planholder fully understands his plan, and that he has a clear conception of its benefits. This can be accomplished by reviewing all benefits with him when you deliver the contract. The counselor should try to increase the planholder’s confidence in him by perhaps writing a memo and inserted on the plan at the time of delivery – to get acceptance as his personal counselor or adviser, someone to count on in the future. This is the time to lay the foundation of a continuing, profitable relationship.

Some counselors type on a slip of paper, pasted on the plan jacket, the benefits which that plan covers. Every time the planholder looks at it in later years, he is re-impressed with the specific purpose and is hence more certain to pay the installments.

If the counselor has done his job well, the planholder will be glad to help him with his prospecting. He should deserve a quality prospect and ask for names of one or two people who fit the description of a good client. Most people like to have favors asked of them, so the counselor should make most of the opportunity.

The sale of the plan should be considered as a three-fold job: ONE, THE SALE OF THE PLAN, TWO, PAYING THE WAY FOR A REPEAT SALE, AND THREE, SECURING OF ONE OR TWO NEW QUALITY PROSPECTS.

Eliseo P. Dizon

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