Digging DeepExecutive Order

What Is It?• Asking questions!• After this training we will be able to ask open-ended questions to uncover a

client’s emotional need.

Why It’s Important?• Uncovering the emotional need will create desire, getting the client to want

the product.• This is the piece missing. We need this to write 15 deals+ a month.

How To Do It?• Goal: Find an emotional reason.

Protection when you’re away is important

Non-emotional Reason

Protection when you’re away is important because your son comes home two hours before anyone else and he always calls you to make sure he is ok.  When he doesn’t that worries you enough that you call to

make sure he is ok.

Emotional Reason

Keep digging until you find an EMOTIONAL REASON. 

• Use words such as• Why • Tell me more about that• Sometimes you have to go back….

Example:Executive Are you more concerned with a  break-in while at home or

away?

Client Away

Executive Why?

Client Because I’m not there to protect it.

Executive Got it, what are you looking to protect?

Client Well my stuff.

Executive Got it that makes sense. Tell me a little about more about your stuff so I know how to protect it.

Client Well I have a TV, antique collection…. Etc.

ExecutiveMakes sense, According to the FBI, a burglar is only in the house 8-12 seconds and stolen belongings result in $2,100 dollars in lost merchandise.

Example:

Executive Are you more concerned with a  break-in while at home or away?

Client At home

Executive Why?

Client Well I don’t want to be there when something is happening.

ExecutiveI agree with you there! Just so I know what features would benefit you the most in our system, what are you worried about happening?

Client Home invasion, kids, etc.

Executive Got it, what do you have in place to prevent that now?

What’s In It For You?• Great emotional benefits.• Gives us a reason to push.• Helps us believe in the product.