Shape your sales call by applying Transactional Analysis Series 1 Part 2 (Bottle neck in insurance sales series )

         Transactional Analysis is a Psychological approach to communication 

         this can be used in Sales calls to increase the closing ratio especially 

         new agents and sales people in Insurance or financial product sales  

         will benefit from this model to the best.

        TA believes that there are three phases for any communication , PARENT - ADULT and CHILD stage when one person is 

         behaving like parent , other has to be like a child . this act will

         impress the first person. Lets look into details of this interesting 

         theory and application part in Sales.

         Lets move through a simulation of sales call in insurance .

PAC – Parent Adult Child stages in communication

•P- Parent stage

•Initial stage where customer will be in a stage where he will not open his mind

•Open conversation

–F – Family

–O – Occupation

–R – Recreation

–From his house or office we can see which part he’s giving important , start communication from that then move to other two parts and talk more about topic which like to share more ( Family or Occupation or Recreation )

•A – Adult Stage

–M - Message

–Once you identified the area of importance he give , talk about our service linked to that particular area 


eg: He is talking more about child’s achievements  then talk about the solution we have in hand for child take details

–Talk About your Group company as well as its contribution to reduce present market tumble and govt’s dependance on it etc .

•Ask about his plans for childs future education or marriage and cost factor as well as investment factor link that to servises we offer in Service card

•Show in a pictorial representation (through D & A ) about his Actual need, Inflated amount as well as investment return from his present investments.

•C – Child stage

•Once  identifying need ask –

»Problems that can happen due to that gap, whether he has thought of ?

»Effect of that problems on child ?

»Give up – What your child has to ?

»How do she will feel ?

»This might had happened to you or some of your family members in some occasion right ?

•Show how plan work to Over come that gap in D & A , (demonstrate it with 1L example).

•### Don’t ever ever demonstrate with small premium ……

The article on Transactional analysis will be more useful for those who are already having experience in the sales as the example is meant to shape up your call. 

In the next part we will speak about easy methods to crack the sale for novice Agents.

To be continued.....

"Please feel free to write in case any clarifications required".

Regards

Vijay