Boats For Sale - Fishing, Sail, Power, New, Used

How to Sell an Intangible - a Finance and Insurance Sales Training Example

Finance and insurance sales training:

Many years ago I had my first sales assignment as a finance and insurance salesperson at a Chrysler automobile dealership in North Carolina.

I remember one of my first customer?s was Mr. & Mrs. Jacobs. They were a middle aged couple with one teenager still at home. They were buying a new Chrysler that would primarily be Mrs. Jacobs car.

There is one big difference in auto sales training and finance and insurance sales training. In car sales you are selling a tangible item the prospects can see and feel. In finance and insurance sales you are selling an intangible the prospects can?t see and feel. One is not better or worse they are just different and require different sets of selling tools.

The products I sold as a finance salesperson were things like extended service contracts, credit life insurance, accident and health insurance, and the actual financing of the vehicle they were purchasing.

Two intangible selling tools used in finance and insurance sales training

Intangible selling tool #1 - Savings / cost comparison: First I presented to the Jacobs an extended service contract and Mr. Jacobs said he didn?t want it.

Then I showed him a list of 10 of the most common types of major repairs people need to have done on their vehicles that the extended service contract covers. Next to each item was listed the labor hours required to do the repair multiplied by the average per hour labor rate for the local area. And next to that was the average parts cost of that particular repair. Most of these individual repairs came to a total of parts and labor cost of over a thousand dollars some were several thousand dollars.

I then showed him and extended service contract that was priced at $599. I also showed him the details of the coverage and how each of my 10 common examples would have been fully covered. This could possibly save him thousands of dollars in repair costs depending on the type of repair.

After showing him how much his potential savings could be and then comparing it to the much lower cost of the service contract he agreed to buy it.

Intangible selling tool #2 - Protecting a loved one: The second product I presented to the Jacobs was credit life insurance on their car loan. Again Mr. Jacobs responded by saying, ?I don?t need it.?

I agreed with Mr. Jacobs that he may not need the credit life insurance but his wife, who was a stay at home mom, may need it one day. I explained that if he were to unexpectedly pass away his wife would be required to continue making the payments on her car if she wanted to keep it.

I them gave him two examples of actual situations I knew of regarding credit life insurance on cars where the husband passed away.

After that, Mr. Jacobs wanting to protect his wife said he would take the credit life insurance on their car loan.

The finance and insurance sales training take away tip How to sell an intangible? In both situations I was selling a product that my prospects could not see or feel. And with the above two selling tools I turned the product?s benefits into something my prospects could see and feel.

Try using these selling tools on your next intangible product presentation and watch it improve your closing success.

Sales trainer David Nassief invites you to improve your sales earnings with the free report ?Selling Secrets of Top 5% Earning Salespeople.? And check out his ?sales tips? blog at http://www.phoenix-best-sales-jobs.com/Best-sales-jobs-blog.html

MORE ARTICLES:

Charter Boat Operator Stabbed by Leaping Marlin: And Other Bizarre but True Fishing Stories
The new book "Fishing's Greatest Misadventures" (Casagrande Press, November 2008) contains true stories of fishing disasters, unlikely catches, pranks, and other bizarre calamities. Inside the pages you'll discover a 200-lb catfish that sinks an angler's boat, a pike that destroys a lake cabin, and a man who put six holes in his boat attempting to shoot what he had just landed.

Tips For Choosing A Deep Sea Fishing Charter Boat
Hiring a charter boat for deep sea fishing is a very exciting way to spend your time. To make sure you get the most out of the experience there are some basic elements you want to cover before you hire the charter boat. First you need to decide what type of fish you are after. This will help you identify the best fishing locations offering that particular type of fish.

Boats.org's New Complete Boating Weather Center "Outshines" All Others
Boats.org adds weather, tides, solunar tables, and feeding times to their boating site.

How To Choose The Best Bass Fishing Boat And Lures
Bass Fishing Boats and Lures

How To Get A Boat Loan - Boat Loans in Australia
Getting a boat loan is not very difficult with numerous lenders competing for your time and business. It is however important that you prepare before you seek financing from any one of those lenders. Here are some issues that you may like to look at.

Bass Boat Cover
Weather Shield Are you an outdoor lover If yes then you might love to go boating and if you have your own boat then you would love to take care of it with your best means

Start You Search For Used Bass Fishing Boats Online
Most fisherman at some point in their fishing live will start to think about owning a boat And if you ever are at that point that you have set aside enough money and start to look around for a boat that you could buy, maybe you should look at used boats first

Let Bass Boats Enhance Your Fishing Expedition
Fishing is a great American pastime, and thousands of bass fishermen set out each year to enjoy the great outdoors, fish for bass and swap tales of the big one that got away. Many people aren't aware that some boats are made specifically for bass fishing, and good bass boats can make all the difference between success and failure.

The Right Boat Trailer Can Protect Your Boat From Hazards
Owning a boat is just the beginning. In order to get your new boat from one location to another, you're going to need a boat trailer. In fact, boat trailers come in many different styles and weight capacities, so a little research in advance will help you make the right decision when it comes to deciding what kind of boat trailer you need.

Fishing on Your Pontoon Boat
Fishing on your pontoon boat can be both a relaxing and fun experience. Fishing from a pontoon boat can much more enjoyable than fishing on other smaller vessels.

Boat Cover: Does Your Boat Need One?
For many people, buying a boat is an investment and the culmination of a lifetime of saving and something that you and your family will spend many happy days on. Boating is a wonderful way to celebrate an important occasion with someone special or to spend a lazy day on the water fishing with friends. Owning a boat is a wonderful experience; however, to keep your boat in good working order you must properly maintain it. This is why you will find the use of a boat cover absolutely imperative. A boat cover will provide durable, lasting protection for your boat investment

Repossessed Boats For Sale-How To Find The Top Repossessed Boats Available
Buying repossessed boats for sale offers a great opportunity for you save a lot of money in your next boat buying experience. A repossessed boat is something that the bank or financial institution takes back from somebody who defaulted on a loan payment. Therefore, the bank is in a hurry to get rid of these vehicles, and you'll often times get the dirt cheap prices.

Aluminum Fishing Boats - How to Find the Highest Quality Fishing Boats Without Breaking the Bank
Finding aluminum fishing boats is becoming easier and easier, because so many people are buying them that there are more available to choose from These are becoming more widely used than fiberglass and steel boats, and youýre about to find out why

Boat Covers - A Necessity For All Boat Owners
Boat covers are a very important boat accessory, and are a great way to protect your pride and joy. Owning a boat comes with many responsibilities, and proper maintenance is one of them.

Bass Fishing Boats: Advice For The First Time Buyer
Bass fishing is a great past time that many people, both young and old enjoy. Once you get the taste of bass fishing, you might decide that you want to venture into buying your first bass fishing boat. This is truly an exciting experience, so it is best that you get some advice, being a first time buyer of a bass fishing boat.