3 Reasons for Teleleads

[jdeasy]

Understand. The question is why did you return the card. I'll usually say something like some folks have recently been to a funeral and realize how expensive they are. It's lame and sometimes true but those three reasons are what really matters. I might get my closing ratio up to double digits now.

Everyone seems to be overthinking the "3 reasons" thing. The important thing is to establish their WHY? before proceeding with a presentation. The best presentation in the world will not make them a buyer for something they are not interested in.

I have a scripted presentation that's become more of an outline now but I can not sell uninterested people with it.

So what do do? I only present to interested people. The 3 reasons is just a basic fundamental, {one that I got from Travis}, to keep me on track. Rarely do I have use 3 reasons. probably 80% of the time they stop me at reason 1 or 2. Once I have their WHY then I don't need to continue to search for it.

It doesn't matter if you use 1 reason, 3 reasons, 5 reasons or 10. It's imperative to find a reason and then address that reason.

For me anyway. I'm sure there are good enough salesmen out there to get a sale from uninterested people. I'm not one of those.

 

[HoosierLife]

I forget who said it and this is paraphrased but...

"It's better to keep your mouth closed and let people assume you are stupid than to open it and remove all doubt."

It was Mark Twain....and he was talking to you lol.

 

[CJR]

It was Mark Twain....and he was talking to you lol.

Dang. He got me pegged.

 

[Gooner]

You've come a long way in less than a month! VERY impressive! http://www.insurance-forums.net/forum/getting-started-selling-insurance/just-got-licensed-need-help-taking-right-route-t70104.html

Lol, john and I were talking about this earlier tonight.

Gotta love the expert advice some people give out.

 

[Tater_Salad]

Lol, john and I were talking about this earlier tonight.

Gotta love the expert advice some people give out.

Thanks for crushing my dream on the magic lead with the 5% return and 70% closing ratio..........

 

[phil23]

Can you provide specific leads based on his location?

 

[Gooner]

Can you provide specific leads based on his location?

You need to specify who you are talking to...I'm very confused.

 

[JFS55]

Everyone seems to be overthinking the "3 reasons" thing. The important thing is to establish their WHY? before proceeding with a presentation. The best presentation in the world will not make them a buyer for something they are not interested in.

I have a scripted presentation that's become more of an outline now but I can not sell uninterested people with it.

So what do do? I only present to interested people. The 3 reasons is just a basic fundamental, {one that I got from Travis}, to keep me on track. Rarely do I have use 3 reasons. probably 80% of the time they stop me at reason 1 or 2. Once I have their WHY then I don't need to continue to search for it.

It doesn't matter if you use 1 reason, 3 reasons, 5 reasons or 10. It's imperative to find a reason and then address that reason.

For me anyway. I'm sure there are good enough salesmen out there to get a sale from uninterested people. I'm not one of those.

Actually got to use the three reasons today in a semi porch presentation. (He was half way out his door.) He did open up about wanting to add to his and Mrs. LH policies. Knew what he was paying and I gave him a quote showing I could save him $. Wants me to call him in Jan, We'll see.

Got the book by Bettger that was recommended in this forum. Great book!. Once you find out THE reason...it's all down hill from there. And in this business, if you make a sale without a reason, it;s just a charge back waiting to happen, I'd guess.

 

[Gooner]

Actually got to use the three reasons today in a semi porch presentation. (He was half way out his door.) He did open up about wanting to add to his and Mrs. LH policies. Knew what he was paying and I gave him a quote showing I could save him $. Wants me to call him in Jan, We'll see. Got the book by Bettger that was recommended in this forum. Great book!. Once you find out THE reason...it's all down hill from there. And in this business, if you make a sale without a reason, it;s just a charge back waiting to happen, I'd guess.

My recommendation would be to never quote at the door. NEVER!!!

Get in the house, set the stage for a sale...thanks Travis Tubbs

 

[JFS55]

My recommendation would be to never quote at the door. NEVER!!!

Get in the house, set the stage for a sale...thanks Travis Tubbs

It was a DK and I really didn't feel welcome. I Haven't mastered the insisting I come into their house when they say it's not a good time.