- 15,041
I quote you again. Pretty clear statement to me. You disagree with selling based on emotion.
Door Approach: Getting in With The Lead
- Thread starter Trotter
- Start date
I quote you again. Pretty clear statement to me. You disagree with selling based on emotion.
- 19,672
No, I disagree with the emotional selling "crap" that is spewed by the marketers and people that don't sell FE.
I also said that I do agree with the "emotional reason".
Context is your friend.
- 897
The problem I see from a few agents is that when we run a lead and door knock, they run it with the idea they are there to sell insurance. I'll try and keep this short and feel free to call me for more detail but you have to change your mindset.
What were they REALLY thinking when they sent that card back? What did they think they were going to get in return?
"Information" So give them what they asked for. Run the lead with the mindset that:
1. You have an appt already set with them
2. (most important)...go to the door delivering their information. That's all you're there to do. Give them what they asked for. Don't try to get in to sell them insurance. It's not about your sale. It's about the info they requested.
3. Know that 99% of the time, you WILL get an objection at the door. You MUST know 2-3 rebuttels...you MUST be relaxed but confident.
A line I always like to use at the door is "hey....what you do with the information when I'm done is entirely up to you".
Door knocking is an "art". There are a hundred little things you must do right when it comes to door knocking. This is one of them.
Give them what they asked for. Once you get in the door...you can then change it up to ABC....
What were they REALLY thinking when they sent that card back? What did they think they were going to get in return?
"Information" So give them what they asked for. Run the lead with the mindset that:
1. You have an appt already set with them
2. (most important)...go to the door delivering their information. That's all you're there to do. Give them what they asked for. Don't try to get in to sell them insurance. It's not about your sale. It's about the info they requested.
3. Know that 99% of the time, you WILL get an objection at the door. You MUST know 2-3 rebuttels...you MUST be relaxed but confident.
A line I always like to use at the door is "hey....what you do with the information when I'm done is entirely up to you".
Door knocking is an "art". There are a hundred little things you must do right when it comes to door knocking. This is one of them.
Give them what they asked for. Once you get in the door...you can then change it up to ABC....
- 292
JD's threading the needle here with the emotion and reasoning argument and I see his point.
Yet, no one said reasoning and logic don't play a part, in fact, logic can lead to emotion:
"If you don't have insurance (logic) can your daughter write a big check?" (logic as well, leading to emotional reasoning)
"If you leave your family with a big bill (logic) what kind of legacy might you leave your family? (reason, which leads to emotion)
JD, if you want to be un-emotional about the new car you're buying then how about telling the dealer "just surprise me" with the model, make, color, interior, accessories, etc.
After all, they all have four wheels and will get you where you need to go. Or, do you need a certain look of the car to fit in with your business or personal life along with several accessories to make your life more interesting or easier?
One really doesn't need a cupholder or radio for transportation, do they?
As soon as one says "I feel a cupholder would be nice to have" then emotion plays a part. We then justify it with reason and logic: "The cupholder would make it safer for me to hold the steering wheel" "The radio will give me local traffic conditions" - when we probably listen to music more than traffic.
(I drive a 14 year-old pickup truck for FE sales because I'm emotional about being jacked in some neighborhoods if I drove my Volvo)
Yet, no one said reasoning and logic don't play a part, in fact, logic can lead to emotion:
"If you don't have insurance (logic) can your daughter write a big check?" (logic as well, leading to emotional reasoning)
"If you leave your family with a big bill (logic) what kind of legacy might you leave your family? (reason, which leads to emotion)
JD, if you want to be un-emotional about the new car you're buying then how about telling the dealer "just surprise me" with the model, make, color, interior, accessories, etc.
After all, they all have four wheels and will get you where you need to go. Or, do you need a certain look of the car to fit in with your business or personal life along with several accessories to make your life more interesting or easier?
One really doesn't need a cupholder or radio for transportation, do they?
As soon as one says "I feel a cupholder would be nice to have" then emotion plays a part. We then justify it with reason and logic: "The cupholder would make it safer for me to hold the steering wheel" "The radio will give me local traffic conditions" - when we probably listen to music more than traffic.
(I drive a 14 year-old pickup truck for FE sales because I'm emotional about being jacked in some neighborhoods if I drove my Volvo)
- 26,177
Where do you live? Marin County? They have the Tofu and Granola gang riding dirty there? Jack'n Volvos???
Let's see if I have this right.. It doesn't matter if JD buys a Japanese car or an American car because they both get him where he wants to go. So the "logical" decision would be to buy the one he could get for the least money.... His decision to buy American is based on emotion?
- 292
I would say the desire to save money is both logical and emotional.
Some people are cheap based on emotion: they don't want to spend money.
Some people are cheap based on emotion: they don't want to spend money.
Some people like to spend money but on the things they consider essential like beer and cigarettes.
- 19,672
Actually if I wanted to emotional about it them I would say surprise me. Since I don't want to be surprised I want to know what I'm buying and why.
But I get the drift. I am the only that believe in the emotional selling crap. Obviously I am doing it wrong but that will just have to continue since nothing anyone has said here has made me change my mind about it.
But I get the drift. I am the only that believe in the emotional selling crap. Obviously I am doing it wrong but that will just have to continue since nothing anyone has said here has made me change my mind about it.
- 501
