I’ll never forget the day that I got my act together and bought life insurance.
Laura and I owned a new printing company and we were the proud parents of an eight month old baby boy.
My son was in the playpen when the insurance agent arrived and we chatted briefly about parenthood. The insurance agent asked me (what seemed like) an innocent question. And no, this isn’t the “multi-million dollar question”.
He asked me what I hoped for with regard to my son and I told him;
“I’d like for this business to be his one day. He can either take the reigns or sell it off to finance his own dreams”
We chatted a bit more and then got down to business with the life insurance stuff.
After asking us questions about our expenses and financial obligations he suggested a $2,000,000 policy.
I almost fell out the chair!
I remember having a flashback to the movie “It’s A Wonderful Life” when that miserable prick Mr Potter told George Bailey;
“You’re worth more dead than alive George” but that wasn’t helping the situation.
So I pushed back and politely told him to think again. (I think I looked over at Laura and thought “You’d love to kill my fat ass and cash that policy you sneaky bitch”)
He didn’t come back at me with a pitch or a well orchestrated argument in favor of $2,000,000 policies, he simply asked me a question;
“What happens to those dreams for your son if something happens to YOU?”
This time around, I couldn’t respond because my eyes had teared up and my lips might have been quivering. Note: In my defense there was a high pollen count that day!
Laura saved my ass by saying “We’ll take it” and I saved face by saying “She obviously wants me to do this. Sign us up” but;
There was power in his question to me.
At that moment, it wasn’t a question, it was emotional fire starter!
And once we ignite emotions, we get people off the fence of indifference or in my case;
Flat out not buying what he was selling at that point.
He asked me a “multi million dollar question” not just because he wrote me a $2,000,000 policy (would that even qualify as “multi million”?), it’s because;
He facilitated an emotional experience that allowed ME to see the financial ramifications of an untimely death.
Then multiply that question by a few hundred sales the guy has no doubt made as a result of that question and;
You quickly see . . .
How one question;
Can be a “multi-million dollar question”.
So here’s my “multi-million dollar question” for you (Won’t be as EPIC as the one I was asked)
Do you have your own “multi-million dollar question(s)” in your arsenal and;
What would it mean to you and your clients if you did?
When Was The Last Time You Revised Your Questions?
Come join us On January 26th, at 11:30 am EST, for our How To Ask AWESOME Sales Questions webinar.
I’m going to be sharing over 25 ideas and tactics with none of that “Look for the pain” or “Make sure you ask open ended questions” BS. You don’t need to pay someone to regurgitate that stuff!
Instead . . .
I’m going to be talking about things like . . .
- Six Questioning Mistakes That Cost You Business
- How To Create An Arsenal of AWESOME Questions (You Know, The Ones Your
Competitors Fail To Ask) - Five Types Of Questions With Examples
- The One Type Of Question That Helps You Take Control
- The One Type Of Question That Dramatically Increases Your Credibility
- Three “Questioning Flight Plans” That Can Help You Get BETTER Results
- How To Create A Conversation Instead Of An Interrogation
To learn more, please click HERE or the banner below.
