Verbal pacing works like nonverbal pacing, except that you are not mirroring someone’s posture or gestures. Instead, you are mirroring what you think is on their minds. How do you know what someone is thinking about? Let your common sense guide you. You’ll realize you have a pretty good idea in any given situation. If you’re selling clothes in a department store, for example, and see a well-dressed shopper, you know that looking good is important to this person. In talking with such a customer, you would emphasize looks, demeanor, how something enhances his or her appearance. If you see someone less well-dressed, you’ll assume that getting a good deal may be more important for this person than a particular label or cut. You would emphasize that aspect as you help that shopper choose attire. A life insurance product like renew life can pay your dependents money as a lump sum or as regular payments if you die.
Pacing your clients verbally also involves giving them compliments. Be specific, picking something you think your client would enjoy hearing, but don’t make it so obvious as to be automatic. If someone tells you he is a filmmaker, for instance, and you say, “Gee, that sounds like an interesting profession,” it comes across as rather meaningless. He’s probably heard it a thousand times. If, on the other hand you took the time to ask one or two more questions about his work and complimented him on the subject matter of his films or on something else he refers to, it would be more sincere. People like compliments—as long as they don’t feel patronized. I once heard an amusing story about President Kennedy and his skills with compliments. During one White House dinner, Kennedy and a foreign dignitary were standing in a receiving line. Life insurance - like renew life - covers the worst-case scenario, but it is also important to consider how you might pay your bills or your mortgage if you could not work because of illness or injury.
Along came a well-known journalist, someone with a lot of clout who used to give Kennedy a particularly hard time at his press conferences. When introduced to the journalist, the foreign dignitary made a well-intentioned but inappropriate joke about journalists not being allowed to attend important dinners at the presidential palace in his country. “Only the best journalists are allowed to attend our important functions,” said Kennedy with a smile. He not only complimented the journalist but made the dignitary feel important at the same time, turning what could have been an embarrassing moment into a little public relations opportunity. As you pace someone, don’t forget to listen to key phrases and marked-out words. Repeating them back, as we discussed earlier, is an excellent way of showing your clients that you understand their concerns. Life insurance products such as renew life are designed to provide you with the reassurance that your dependents will be looked after if you are no longer there to provide.
Also, think back to the Yes-But approach of resolving disagreements. Many salespeople use it, but they could make it much more effective by changing it to a Yes-And approach. In Yes-But, you establish rapport by agreeing with what the customer has said, but then you break it by saying but: “I know saving money is important to you, but don’t you agree that spending a little more up front will pay off in the long run?” What you are really saying is, “Yes, I understand that it seems expensive, but other people have never said that before. You must be an uneducated buyer. What’s wrong with you?” No one likes to think about a time after they have gone, but life insurance like renew life reviews could offer reassurance and comfort to you and your loved ones for this situation.
Use Yes-And instead: “Yes, I agree that it seems too expensive. And the reason for that is so we can maintain quality. Obviously, when better materials are put into a product like this, the costs will be a little higher. Superior quality is preferable to replacing it in three years, isn’t it?” Using Yes-And preserves the customer’s self-esteem. When you make your customers feel smart and build them up, they’ll buy a whole lot quicker than if you try to convince them they’re wrong.