Help with Phone Objection

[irish1098]

I use a very conversational approach when I set appointments. Sometimes when speaking with a prospect (when calling from a lead not cold calling) I get someone who will not say they're not interested but rather just to busy. I know from the tone of the call that it's BS and they just didn't expect a call they just thought someone would send them a book or a brochure. I don't think I sound pushy on the phone. Without sounding like a car salesman from 1969 how do I bring them back in?
Thanks.

 

[YouGotMyMoney]

Be honest.

If I feel like someone is not interested, I will bring it up.

You could say something like.....

I have this feeling this is not a top priority for you....right now....am I correct?

If they confirm your gut feeling, you could ask why the feel that way.

 

[irish1098]

Thanks-I guess my question is more directed to when they seem that they just can't get off the phone fast enough. Do I just hang up and move on with my life or do I try to pull that back in, knowing they are uncomfortable?

Maybe a better question is what do you say when you're trying to determine if 1: I need to slow down and reassure them that I'm not trying to stuff something they don't want down their throat or 2: Not a real prospect, say goodbye and move on.

 

[YouGotMyMoney]

It would be helpful, if you told us what kind of lead you are calling on and what insurance product you are offering.

 

[irish1098]

Mostly life insurance some Med Supps-Direct Mail (usually fairly current less than 2 wks old)

 

[YouGotMyMoney]

Maybe it's just that leads in general suck.

My advice, if someone is not interested in speaking with you, let them go.

Maybe try them later in about a week, then try them once a month.


According to Frank, DM piece for Med Supps are garbage.

Try cold calling, this is not a "Oh well, I don't have any more advice" response, but really lot's of agents have made lot's of money cold calling.

 

[irish1098]

According to Frank, DM piece for Med Supps are garbage.

Frank IS the man in Med Supps. I fear I'm starting to develop a "man crush" on him though, So I have to limit my phone calls to him.

Thanks for all your help Money

 

[YouGotMyMoney]

No thanks needed, not that I helped much...haha

 

[Frank Stastny]

Frank IS the man in Med Supps. I fear I'm starting to develop a "man crush" on him though, So I have to limit my phone calls to him.

Thanks for all your help Money

That is too funny.

The key to handling them is to not let them voice an objection before you can engage them in conversation. Successfully using the phone is all about maintaining control of the call. If you lose control you might as well go on to the next call.

The first 10 to 12 seconds is a "phone call", then I begin transitioning it to a "conversation". Once you begin having a conversation with them you peak their interest and don't have to worry about them saying "I'm not interested".

We need to schedule your phone training. I believe it will make a substantial difference in calling prospects.

 

[briko3]

Frank, do you charge for your phone training? I sell life, not med supps, but it sounds like you might be able to help me out a lot.