is the pissing match over already?
Appointment "Scripts"....
- Thread starter TonyC
- Start date
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Guess it did. Who won?
Whoever gained knowledge won.
That's what matters!
But you guys are funny. Like a celebrity death match!
Bob and Rob both brought up some good points, but some things were missed.
The important thing to know for anybody sales pro is to "Do Your Thing!!!!"
If it works, don't change. If it doesn't work, change it until it works!!! It's a pretty simple process when you break it down into malleable chunks.
I like Bob's approach a lot, but I also respect Rob's approach to probing more and "understanding" what's holding up the process. Personally, I like a bit of both techniques!
Both seem like they approach things from a consultation sales type approach, although I think Rob may be a bit pushier. This is an assumption because of the prevalent north-east attitude up here. The key is to understand what approach to take with different prospects ACROSS state lines and among different demographics.
What works in CT or NY will probably not work in CO and vice versa depending upon a myriad of things. Case in point, I talked with a woman from the CO DOI about there state risk pool the other day and she said, "You must be from the east coast because you talk really fast."
I replied, "I've heard that before and normally that means the person I'm talking with hasn't learned to pay attention faster!"
Joking aside, the bottom line is we can go over 50 different ways to do things and WE WOULD NEVER AGREE BECAUSE WE'RE ALPHA'S!!
New people will learn a variety of sales skills, while some of the veterans might pick up something they did not know.
All I do know is that the 2nd season of Ice Road Truckers is kicking ass and taking names!!!
The important thing to know for anybody sales pro is to "Do Your Thing!!!!"
If it works, don't change. If it doesn't work, change it until it works!!! It's a pretty simple process when you break it down into malleable chunks.
I like Bob's approach a lot, but I also respect Rob's approach to probing more and "understanding" what's holding up the process. Personally, I like a bit of both techniques!
Both seem like they approach things from a consultation sales type approach, although I think Rob may be a bit pushier. This is an assumption because of the prevalent north-east attitude up here. The key is to understand what approach to take with different prospects ACROSS state lines and among different demographics.
What works in CT or NY will probably not work in CO and vice versa depending upon a myriad of things. Case in point, I talked with a woman from the CO DOI about there state risk pool the other day and she said, "You must be from the east coast because you talk really fast."
I replied, "I've heard that before and normally that means the person I'm talking with hasn't learned to pay attention faster!"
Joking aside, the bottom line is we can go over 50 different ways to do things and WE WOULD NEVER AGREE BECAUSE WE'RE ALPHA'S!!
New people will learn a variety of sales skills, while some of the veterans might pick up something they did not know.
All I do know is that the 2nd season of Ice Road Truckers is kicking ass and taking names!!!
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"Both seem like they approach things from a consultation sales type approach, although I think Rob may be a bit pushier. This is an assumption because of the prevalent north-east attitude up here. The key is to understand what approach to take with different prospects ACROSS state lines and among different demographics."
Yes, don't stand near a cliff around me, you'll get pushed off, but before you hit bottom you'll be covered for the fall and have no worries!
Yes, don't stand near a cliff around me, you'll get pushed off, but before you hit bottom you'll be covered for the fall and have no worries!
- 14,808
I do not tout 1st call closes since most people who will actually allow their app to be submitted on the 1st call are not the sharpest tacks in the box and the lapse rate is heavy.
Sharp people want a consultative approach and absolutely will not be pushed or "cleverly" talked into an app.
I wrote 2 deals yesterday - both from conversations I had on previous days. One husband - $595 premium - specially stated that the reason I got his business was everyone else was pushy.
This is not to say I never do a 1st call close - I can tell when an unusually high level of interest is there and they're educated. Not often.
I'd say out of 700,000 I wrote last year less than 10% signed up on the first call.
Sharp people want a consultative approach and absolutely will not be pushed or "cleverly" talked into an app.
I wrote 2 deals yesterday - both from conversations I had on previous days. One husband - $595 premium - specially stated that the reason I got his business was everyone else was pushy.
This is not to say I never do a 1st call close - I can tell when an unusually high level of interest is there and they're educated. Not often.
I'd say out of 700,000 I wrote last year less than 10% signed up on the first call.
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For the record.
I don't push anyone into anything, I allow them to make an informed decision. If they're sharp and I'm thorough, and they choose to go ahead with it, it's all good. But I ask for the sale, because that's my job.
I don't assume they have to think about it. I assume they thought about it already, that's why they went online looking for it.
It seems many people on here habitually let people go and rely on appointments and call backs. That's not nearly as productive is it?
Here's why:
It's time consuming to send out quotes and call people enough times to get them back on the phone (because not everyone honors the appointments).
So one call closing when done correctly, is more efficient isn't it?
John, if you wrote $700k last year, you could have doubled it within the same amount of time if you asked and tested the objections. (I know you know what you're doing, just an example)
Believe me you don't lose the potential sale for doing your job and asking for the sale. If they really need to think it over they'll tell you, then all you do is respect it.
I have call back sales and follow up sales but about 50% one call closes and they're all very satisfied clients. (references available upon request)
It seems that most of you have in your head that the only way to achieve a one call close is to beat people up, and that's ignorant.
Brian Tracy is a fan of one call closing, teaches it and he is not pushy, he's a professional, a masterful seller and trainer. It's just more productive. Brian Tracy International
One last thing.
Has anyone encountered a client who had no insurance, and you didn't 'push them" and they called back after an injury or illness occurred or even from the hospital?!?!
Well I've had that happen to me when I was an insurance rookie and also witnessed it among others and it sucks. I should have helped them at the time the need was greatest and the desire was at it's peak.
Sometimes you have to guide some people along, just like your kids, to get things done rather than procrastinate and possibly regret it.
I don't push anyone into anything, I allow them to make an informed decision. If they're sharp and I'm thorough, and they choose to go ahead with it, it's all good. But I ask for the sale, because that's my job.
I don't assume they have to think about it. I assume they thought about it already, that's why they went online looking for it.
It seems many people on here habitually let people go and rely on appointments and call backs. That's not nearly as productive is it?
Here's why:
It's time consuming to send out quotes and call people enough times to get them back on the phone (because not everyone honors the appointments).
So one call closing when done correctly, is more efficient isn't it?
John, if you wrote $700k last year, you could have doubled it within the same amount of time if you asked and tested the objections. (I know you know what you're doing, just an example)
Believe me you don't lose the potential sale for doing your job and asking for the sale. If they really need to think it over they'll tell you, then all you do is respect it.
I have call back sales and follow up sales but about 50% one call closes and they're all very satisfied clients. (references available upon request)
It seems that most of you have in your head that the only way to achieve a one call close is to beat people up, and that's ignorant.
Brian Tracy is a fan of one call closing, teaches it and he is not pushy, he's a professional, a masterful seller and trainer. It's just more productive. Brian Tracy International
One last thing.
Has anyone encountered a client who had no insurance, and you didn't 'push them" and they called back after an injury or illness occurred or even from the hospital?!?!
Well I've had that happen to me when I was an insurance rookie and also witnessed it among others and it sucks. I should have helped them at the time the need was greatest and the desire was at it's peak.
Sometimes you have to guide some people along, just like your kids, to get things done rather than procrastinate and possibly regret it.
- 14,808
I'm respectful and I find it a bit demeaning to try and "overcome" things like "I need to show this to my husband."
I'm not doing to use Boiler Room lines such as "listen, do you call your husband when you're shopping?"
I'm married and NOTHING important gets done without a joint agreement. And if you somehow try to get me to buy anything without allowing me to discuss it with my wife you just lost the sale.
Rob you're a great guy but I see you have a lot of call center habits that don't translate to independent agents.
I'm not doing to use Boiler Room lines such as "listen, do you call your husband when you're shopping?"
I'm married and NOTHING important gets done without a joint agreement. And if you somehow try to get me to buy anything without allowing me to discuss it with my wife you just lost the sale.
Rob you're a great guy but I see you have a lot of call center habits that don't translate to independent agents.
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How do you know what I say in response to that situation? I don't condone any of the boiler room BS methods nor do I condone that cheezy insulting "groceries" close.
All I'm saying is that is it a valid concern or not?
Here's the question, seriously, in your house, who handles the insurance John, you or your wife? If you were going to make a change, wouldn't you have discussed it with each other. if the benefits were comparable or better and you were saving $100 a month would you really have to ask her if you already discussed it prior to going online?
I'm not saying some people aren't serious when they have a concern, all I'm saying is to validate it, and you can tell by their answer if there's another hidden concern or if what they said was valid.
That's all.
My father doesn't even know how to write a check, my Mom handles the bills and has for 56 years. And he trusts her. She gets it done.
The other day I had a referral and so I took some liberties with her due to the mutual relationship (the client that referred her). She said "I should probably talk to my husband." All I said was, do you really have to?
She literally said "no, I actually have the green light for this."
Because they already had discussed it.
While that's not my normal approach, because to some that could be offensive, the relationship that we built on the phone allowed it.
Ask and you shall receive.
He who hesitates is lost.
FYI: I turned down a job from a big call center in Florida when asked to manage their NY office. Money many people on this forum might have jumped at. I didn't because I felt they didn't sell with integrity or care for the consumer.
Real sales is customer service.
I might add that my average call takes over 45 minutes, many times over an hour, do you think that's thorough and informative enough for someone to make an informed decision?
- 14,808
I'm not saying your methods are unethical - I can tell you value your clients.
I also agree that far too many agents turn into information kiosks and set themselves up not to write the deal but simply pass out information.
I also ask for the sale - always however I'm also respectful when I encounter an objection I simply do not wish to get around.
"Who handles the insurance" if you're asking me that question results it "...again, Rob, I will run this past my wife." Come at me again and you've lost the sale.
I also agree that far too many agents turn into information kiosks and set themselves up not to write the deal but simply pass out information.
I also ask for the sale - always however I'm also respectful when I encounter an objection I simply do not wish to get around.
"Who handles the insurance" if you're asking me that question results it "...again, Rob, I will run this past my wife." Come at me again and you've lost the sale.
