It goes without saying that as your prospects live longer and longer, they’re going to celebrate more and more birthdays. And as such, there will come a time in the future when, rather than working so hard like they are now, they’ll want to start enjoying some of the finer things in life.
This could be an excellent opportunity for you if you offer some type of high-ticket item, such as beachfront properties, luxury yachts, or exotic vacations. However, there’s just one slight problem.
You see, in considering a purchase of such a large magnitude as this, they might fear that they’ll end up losing financially or looking foolish for having bought from you. Or, they could even be concerned about how their friends and family will react.
And because of that, instead of making the purchase, they might say, “I want to think about it.” Or, “I’ll buy it later.”
But either way, what they’re really looking for is reassurance that it’s ok for them to take the next step, and that what they’re buying is priced fairly. So, to put their mind at ease, you can say this:
“John, all your life, you’ve worked hard in your profession and you’ve given a lot, both to this world and to the future. Don’t you feel like you now deserve to start enjoying some of the fruits of all your years of labor? You owe it to yourself to do this, don’t you?”
Or, you could also say, “Since you’ve given so much to this world for so long, don’t you feel like it’s time to let the world give something back to you? This ___ that we’re talking about today will do exactly that.”
Then, you can follow-up with this:
“Now I’m certainly giving you my permission. All that’s really left is to give yourself the permission to enjoy what you’ve labored for all your life.”
“In fact, your friends and family will be happy as well to see that you’re making this move, and that you’re finally going to give yourself this treat. So, can you really think of any good reason why you should deny yourself the realization of this dream that you’ve worked hard for all your life?”
