Am I Laying My Cards Out to Early to Prospects

[Labman]

I think I'm laying my cards out too early to business owners when I make a cold telephone call. Here is an example:

Me:Mr. Business owner you tell me that you have been with XYZ carrier for several years

BO: Yes

Me: Well knowing the market place, I'm pretty sure I can beat the current carriers rates.

BO: Really? Who is the carrier you have in mind?

Me: I tell them that the carrier is a national company who is new in this area.

BO: Well, I've never heard of them.

Me: I then go on to tell them about the carrier.

You guys get the drift. I'm thinking that it is a mistake for me to divulge who I have in mind. But....they always ask. How can I handle this situation better? Thanks!!

 

[dgoldenz]

What is the carrier, and why are they new in the area?

 

[Labman]

I don't want to name the new carrier as they are an ace in the hole for me. But they are a national company with great product and reputation.

 

[dgoldenz]

That's pretty vague, doesn't tell anyone anything....why are they your ace in the hole? You're asking a forum full of insurance agents for help, but won't name the carrier. Seems kind of shady if you ask me.

 

[somarco]

You are being presumptuous, then evasive. No one likes that.

Me:Mr. Business owner you tell me that you have been with XYZ carrier for several years

<snip>

Me: I then go on to tell them about the carrier.

Here is a suggestion . . .

BO: Yes

Me: Are you 100% pleased with your current situation or are there areas that need improvement?

BO: They are all the same.

Me: I hear that a lot, yet those who are willing to explore their options almost always change their mind. It never hurts to look at options, does it?

BO: I'm pretty busy. How much time will this take?


See the difference?

You need to engage your prospect rather than challenging them. No one wants to admit they made a bad decision and paid more than needed.

Soft, probing questions lead to dialogue which is what you really want.

 

[moonlightandmargaritas]

But they are a national company with great product and reputation.

Their reputation ain't so great if your prospect has never heard of them...

 

[Charpress]

I've made the same mistake of naming a particular product or carrier early in the game. In one case, I found out later that the prospect just went to their agent and told them what they wanted based on what I told them. I did the research and work, the other agent got the commission with about 2 minutes of time. Lesson learned.

I would be frank to the question "what carrier?" Assuming you know something about the business the prospect is running you could say something like:

"Mr. prospect, in your business would you discuss details about (insert whatever is appropriate to the business) before you had some commitment? All I am asking is to sit down for 10 minutes and show you what we have to offer. I am confident you will be pleased with what I can show you."

Anyway, something along those lines.

PS: the prospect who is not willing to do something reasonable like this was never going to be a sale anyway.

 

[somarco]

Charpress -

Is it hot & sticky in Bayou country yet? I know it is in Tampa.

 

[moonlightandmargaritas]

Is it hot & sticky in Bayou country yet? I know it is in Tampa.

It's been hot here in the Cigar City, but not too sticky yet. Hot and dry - 94 today.

 

[somarco]

Yeah, I know all about that dry heat BS. Spent too much time on the trail in Orlando and Dale Mabry in the bay to believe that.