It is hard to visualize agents of insurance companies or wealthy life insurance prospects engaged in telling lies. To survive agents of insurance product selling try all kinds of techniques to make the sale. Few life agents do not salivate to make a nice juicy sale. Likewise insurance prospects tell lies to being pushed into buying. Here is why.
BORN TO LIE
It almost seems we were born liars. However, it is the countless daily experiences with sellers and buyers that almost automatically triggers off a fast automatic response. These responses might be the total truth, or a lie to divert the subject and the subject matter that you might have no interest in. It is extremely frequent to have a situation where not just one party is lying. Frequently the life sales person and the prospective buyer both lie.
WHY AGENTS OF INSURANCE COMPANIES LIE
Life sales people are dishonest with their prospects for these three reasons:
Far too many life insurance agents carry dollar signs in their eyes. They worry either about making the money, or about the amount of money, they will potentially lose. The almighty buck rules when it comes to making a sale or not. If an undecided prospect situation occurs, exaggerated lying about extra services or non-existent benefits can make an immediate sale a reality.
There are a multitude of sales reps that have an entire product portfolio of items to sell. Yet the agents of insurance companies may have only good product knowledge about the features and benefits of some of the product line. When a prospect is encountered where a different product fits the situation, problems arise. The prospect asks a few detailed questions that are not on the product brochure. The sales rep either tries to save face, or eliminate embarrassment, by lying his way through. He tells the prospect what he thinks the prospect wants to hear. Instead of simply saying “I don’t know the answer”, he is afraid of losing the sale.
Insecurity and empathy also causes additional life agent to lie. They look for the client to like and trust him. An agent feels trust can be obtained by telling lies and not being caught. The underlying problem however is not lying. The problem is that the sales person is insecure about not only himself, but his sales ability. To appeal more professional, he is willing to lie as much as it takes.
No wonder so many sales people, including life insurance agents, have become labeled as con artists, hucksters, snakes, and fast talkers. This sure puts a load of work on honest sales people to overcome this implanted image. The minority of sales people are successful. Could it then be conclude the majority of sales people are liars? YES
WHY LIFE INSURANCE PROSPECTS LIE
They feel sales people constantly lie to them, so why not get the upper hold and lie first. A lie can get can certainly get them out of a pesky sales call. Another lie will work when trying to be sold a product they are not even remotely interested in. Prospects also lie when the agent of insurance uses an overly quick sales pitch to get them to commit themselves. Liars are not buyers.
Honesty is the best policy, ultimately meaning the maximum sales potential is obtained without either party lying. You don’t need a prospect that lies. Your prospect will not buy if he discovers you are a liar, you will not have a buyer. For agents selling insurance developing a trust relationship with your life insurance prospect before starting the presentation is the key.