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I just put myself in other people's shoes...I would never give out banking info., DL # or SSN over phone to somebody i have never met...That's just the country boy in me I guess...
Earning a Senior's Trust During Phone Sales
- Thread starter Itstheloa
- Start date
I just put myself in other people's shoes...I would never give out banking info., DL # or SSN over phone to somebody i have never met...That's just the country boy in me I guess...
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somarco;561630[B said:
Very well said. The bold above is especially important. Make sure you have a longer warm up on the phone that you would face 2 face.
Sometimes it's not what you say, but how you say it.
The only way to give you good solid feed back would be to listen to your whole presentation....warm-up to close. Tele-sales Co.'s use the soc. sec. number for ID purposes.
Here's a plug for my Co. Senior Life: We only ask for the last 4 digits of the Soc. Sec. #. which is less threatening to the prospect. I never even ask for these last 4 digits till I've got the recording going. If a customer still won't give these last 4 digits SL has another ID question which a lot of prospects have used before with other entities.
There's lots of other small things that have big effects. Can't educate the competition too much, but hope this little bit helps you.
Are you using your web page with your photo and your license # etc. It is best to get your i.d. and your qualifications out of the way in your warm up. And if they are not on a computer ask if they " ever heard of these A rated companies. I only deal with well known major companies and my licensing is with the state and each company....I can't tell you how much testing and licensing it takes to represent some of these companies. " etc. etc.
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My BS meter is going off....
My web page has my name, contact info, pic but not my license number.
I rarely discuss qualifications. If it comes up, I tell them how long I have been in the industry, but rarely have to use that.
They can usually tell after 5 minutes I didn't fall off the turnip truck yesterday. More often than not, and this is not bragging, they say they learned more from me in 10 minutes than hours reading things that came in the mail or from talking to other agents.
I have no idea what other agents are saying, and I really don't care. They aren't getting the job done or else these people would never contact me.
As for company ratings, I don't volunteer. If they mention a specific carrier, such as Blue or MOO, I tell them I do have those rates if they don't mind paying a little more for the same coverage.
For most of my clients I use a B+ carrier. Rarely have any push back, but if they want an A carrier I have them.
Rob Liano used to get mad at me because I would say most agents can't do what I do. I never say things the same way, don't use a script. I have a general idea of where I want to go but it is mostly ask questions, listen to their answer, take notes, then let the conversation go where they want it to go so they can feel comfortable in their decision.
I never push. Never close unless you can count "Just let me know when you feel comfortable with your decision and I can start the application process" as a close.
Frank, God rest his soul, perfected ways to say things and tried to teach me his phraseology. I would listen, even read what he had written, but then I got wrapped up in the dialogue and never looked at my notes.
I guess I am just not a good student . . . or teacher.
I rarely discuss qualifications. If it comes up, I tell them how long I have been in the industry, but rarely have to use that.
They can usually tell after 5 minutes I didn't fall off the turnip truck yesterday. More often than not, and this is not bragging, they say they learned more from me in 10 minutes than hours reading things that came in the mail or from talking to other agents.
I have no idea what other agents are saying, and I really don't care. They aren't getting the job done or else these people would never contact me.
As for company ratings, I don't volunteer. If they mention a specific carrier, such as Blue or MOO, I tell them I do have those rates if they don't mind paying a little more for the same coverage.
For most of my clients I use a B+ carrier. Rarely have any push back, but if they want an A carrier I have them.
Rob Liano used to get mad at me because I would say most agents can't do what I do. I never say things the same way, don't use a script. I have a general idea of where I want to go but it is mostly ask questions, listen to their answer, take notes, then let the conversation go where they want it to go so they can feel comfortable in their decision.
I never push. Never close unless you can count "Just let me know when you feel comfortable with your decision and I can start the application process" as a close.
Frank, God rest his soul, perfected ways to say things and tried to teach me his phraseology. I would listen, even read what he had written, but then I got wrapped up in the dialogue and never looked at my notes.
I guess I am just not a good student . . . or teacher.
