- 198
Help with Phone Objection
- Thread starter irish1098
- Start date
- Thread starter
- #32
irish1098
Expert
- 40
The I'm busy is just a natural defense mechanism. It's the same as a NO SOLICITORS sign. My question is how to tactfully say "listen dumbass you sent in the card and asked for help"
G
Guest
Guest
I would have to know exactly what you're saying that triggers that reaction, I rarely have anyone tell me they're too busy, and if they do I just engage (or distract them) them by continuing on with my presentation.
PS: If you really FEEL like saying "listen dumbass you sent in the card and asked for help" then you're cooked already because your frustration/irritation can lose you any chance you had to begin with.
They aren't dumb assess, they are being intruded upon, almost misled into giving their info online for a free quote.
PS: If you really FEEL like saying "listen dumbass you sent in the card and asked for help" then you're cooked already because your frustration/irritation can lose you any chance you had to begin with.
They aren't dumb assess, they are being intruded upon, almost misled into giving their info online for a free quote.
glenbeck
Expert
People often will say "No" several times before saying "yes" , either on 1 call or later on several different calls.
I would assume this means "not right now" and move on, and call them again at a later date and time.
Have you ever wondered How many calls a client received before setting an appt or making a sale?
I bet it's a dozen or more on average.
I would assume this means "not right now" and move on, and call them again at a later date and time.
Have you ever wondered How many calls a client received before setting an appt or making a sale?
I bet it's a dozen or more on average.
G
Guest
Guest
You are correct about "on 1 call" but not about "later on several calls" because you will not get them on the phone too often after the first call, unless you really rock at this job. Also I'm not sure if you ever worked internet leads as you are new to the forum but they go online "right now" looking for insurance, so if you qualify them and do a proper presentation/needs analysis, they will buy on the first call more often than you may realize.
In fact, most sales are done on the first or second call according to thousands of agents I've polled in the last two years, it's rarely the desperate 3rd, 4th and 5th attempts trying to get the client back on the phone, that's when you're chasing a maybe because they "were interested."
I've asked this question in training sessions throughout the country:
When you let a client go for whatever reason, they want to speak to their spouse, etc: out of ten, how many do you get back on the phone and sell a policy to?
98% reply: 0 to 20%, it never fails, they say none, one or two will buy and I rarely (if ever) hear more than that, so less than 20% will buy after that first call when you let them go. Perhaps you fall into that 2% that gets more than the two sales of ten doing business that way, if so, forgive me, you are a web leads Jedi.
And of course there's a fair amount of sales closed when a client calls you back when they're ready.
But if you "move on" so will they, they won't even need your services any longer.
And yes they receive a ton of calls sometimes, in fact I love hearing a client say "you're the 10th agent to call me" because in my head I'd say "and the last one" because the sale is left on the table for me baby!!
First or last to call? Doesn't matter, get er done!!
In fact, most sales are done on the first or second call according to thousands of agents I've polled in the last two years, it's rarely the desperate 3rd, 4th and 5th attempts trying to get the client back on the phone, that's when you're chasing a maybe because they "were interested."
I've asked this question in training sessions throughout the country:
When you let a client go for whatever reason, they want to speak to their spouse, etc: out of ten, how many do you get back on the phone and sell a policy to?
98% reply: 0 to 20%, it never fails, they say none, one or two will buy and I rarely (if ever) hear more than that, so less than 20% will buy after that first call when you let them go. Perhaps you fall into that 2% that gets more than the two sales of ten doing business that way, if so, forgive me, you are a web leads Jedi.
And of course there's a fair amount of sales closed when a client calls you back when they're ready.
But if you "move on" so will they, they won't even need your services any longer.
And yes they receive a ton of calls sometimes, in fact I love hearing a client say "you're the 10th agent to call me" because in my head I'd say "and the last one" because the sale is left on the table for me baby!!
First or last to call? Doesn't matter, get er done!!
- 2,024
I haven't had 1 prospect use the words not interested with me in about 3 months. I mean not 1 time.
Stop saying "interested" when you talk to them. I don't care what other word you use. Just don't use that one. Ask them if they're still excited about the damn insurance. Ask them if they want the insurance, ask if they need the insurance, ask them if they're in love with the insurance, but don't ask them if they're interested, they just say "not interested" back to you like a friggin parrot. That word should never come out of your mouth, ever.
Stop saying "interested" when you talk to them. I don't care what other word you use. Just don't use that one. Ask them if they're still excited about the damn insurance. Ask them if they want the insurance, ask if they need the insurance, ask them if they're in love with the insurance, but don't ask them if they're interested, they just say "not interested" back to you like a friggin parrot. That word should never come out of your mouth, ever.
We train our agents to ask "What brought you into the market for life insurance?" as one of their first questions. It almost always is someone they know died or they are starting a family, bought a house, etc. Once you can get them talking about why they need it, you don't hear "I'm not interested" nearly as much.
ehannigan great idea, thanks
- 2,024
Thats a really great opener. I've been going even simpler, with just "i see on your lead you needed help with your medicare (or life ins or health or whatever), what can I do to help you?
I wouldnt say the word "lead"...
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