Ruby and Vic can help you sell more
Download as DOCX, PDF0 likes128 views
The document introduces the 'ruby and vic' system for making quality sales and building relationships by guiding presentations focused on client needs. It outlines the four-step process: R.U.B.Y. (Recommend, Understand, Because, You're concerns) and the VIC technique (Verify, Isolate, Cushion) for overcoming objections. Emphasis is placed on understanding the client, mirroring their concerns, and addressing them effectively to close the sale.
Ruby and Vic can help you sell more
- 1. RUBY and VIC Will Help You Make More Quality Sales and Build Quality Relationships Want to make more sales?........ Call on RUBY and VIC. RUBY and VIC aren't characters in a story. Instead, they're an easy-to-remember system to keep your presentation on track and focused on the client. Often, all you need is RUBY. But if you get through these four steps without completing the case, call in her buddy, VIC, to close the case. Before you start on your RUBY-VIC guided presentation, you MUST always do a complete presentation and a complete fact finder. Without a complete fact finder, you're shooting in the dark. It would be like a doctor prescribing medicine without first diagnosing the condition and "Prescription without diagnoses is malpractice!!!" You may end up proposing a band-aid when the client really needs a tourniquet.
- 2. Okay, now you've completed the fact finder. You've learned what the clients say they're most concerned about and have probably uncovered needs they're not aware of. Now, when you come back, you're ready to do business. R.U.B.Y. R = Recommend. Present your proposals. What I would like to do is make some recommendations after I have run an analysis on your situation. Recommend with the Understanding Because and address Your concerns U = Understand. Watch the client's and the body language. Do they look like they understand what you're talking about? Do they look perplexed? Don't use "insurance-speak." Use simple, plain English, and ask the person questions until you're sure he or she understands your proposal. Few people will buy something they don't understand - and even if they do, it's not the right way to start off your relationship. B = Because.
- 3. This is the "reasons" part of your presentation. Reiterate in your own words what the client has said is important. This is called mirroring. For example, "I understand you want as much of your money to go to your children as possible. The plan I'm recommending will accomplish that because the second-to-die policy will produce a substantial death benefit that can be used to pay taxes that will be due on the death of the second person." The "because" step is crucial because people buy emotionally but validate logically. In the emotional part, you want to create an internal process, so the person will want to buy from you; now, the individual's reasoning kicks in. He or she wants to validate the positive emotions with cold, hard facts and well-developed reasons. Mirroring helps on both the emotional and logical side. Now, the person thinks, "the agent really listened to me and answered my questions." Y = You're concerns. Show that you understand the person's concerns. Then say; "All we need to do at this point is address your concerns and then we'll get the process started. So, let's answer if any of your concerns. Jim is there anything I need to clarify for you?" If your soon-to-be client doesn't have any concerns, you start the process:
- 4. "Great! What we need to do to get the process started is: " “I need to see your Drivers Lic”. Congratulations. Provided the case gets through underwriting, you've helped someone make someone a new client. Address Concerns But perhaps the person still isn't ready. If the person says, "I'm not ready to do anything," call in VIC. The VIC technique can save many cases that seem like lost causes. V = Verify. Go back. Make sure that you've analyzed the person's needs and desires accurately. Verify the nature of the stumbling block. I use this language: "You have some reason for hesitating. Can you help me understand what it is?" You need to verify what the real issue is. By asking this question, you continue to make this a collaborative process. I = Isolate. Based on the client's response, you can now isolate the problem with laser clarity. What is the real barrier? Let's say the client says he's concerned about the insurance company's stability and has shared with you that several of their friends bought
- 5. policies from companies that weren't there anymore. This might be a good response: "Mrs. Jones, thank you for sharing that with me. Many of my clients have felt the same way and found that they feel much better buying a policy from Rock-solid Insurance, which is the company I am showing to you." Feel Felt Found When you isolate a client's concern like this, the "feel, felt, found" response will help you to move forward. Now you can ask, "If you weren't concerned with the company's stability, would you be able to go ahead? Is this the only thing that you're concerned about?" Especially if you're dealing with older persons, you may hear objections like, "I don't really trust these insurance companies. They don't pay as much as they say. How do I know I will be treated right? What if the company goes out of business or is bought by another insurance company? My friend thought his policy was worth a lot but when he went to cash it in, it wasn't worth anything." C = Cushion. Here's where you respond to and clear up irrational objections and misconceptions. I often say, "Many of my clients felt the same way you do," and then gently explain why they were mistaken. That way, you avoid getting backed into the deadly "yes, and" corner with the person. For instance, their friend probably bought a term insurance policy and didn't realize it had no cash value. Of course, you can't comment on their
- 6. friend's policy because you haven't seen it. Nor do you want to hint that the friend is clueless. So, go back to your proposal and show that the policy you're proposing provides a death benefit and guaranteed cash value. Show how your plan is different. Consider the client's viewpoint. The policy has many pages of intimidating fine print. They want to be sure that they're not making a mistake. When you cushion, you put their mind at ease. Now that you've provided a cushion of comfort, ask for the order again. You'll be surprised how often you'll succeed! We ALWAYS do the right thing 100% of the time!