How Many of You Close the Deal in One Presentation?

[slushpuppyking]

"Let me think about it, and I will get back to you"

When I hear that, after taking a few passes at it already and not closing them... I in fact tell them not to think about... [save themselves the trouble - antagonist]. I let them know that people think they will think about it and get back to me but this never happens. You will want to think about it, but then who really wants to think about it...? Nobody! If you want me to leave, say Goodbye. If you want to really think about it, then lets think about it NOW....

What part do you need to think about... 1) Who you will leave the benefit to...? 2) If 10K is really enough coverage...? 3) How you or your kids will feel about you dying with NO life ins...? Now really, what is there to think about here...? If you want me to leave just say Goodbye, and I'm gone. Sometimes they say... "You're right, lets do this..."

PS. If you leave, NEXT! That deal is toast. It is one call or done. As stated, you do get some stragglers but not many and the harder you press the fewer of them that you get.

This is awesome. Few have the stones to be this direct but it's probably very effective.

Of course there are really people out there that truly take 1 full day to think about things and they might take this as an insult.

 

[SportsNut]

This is awesome. Few have the stones to be this direct but it's probably very effective.

Of course there are really people out there that truly take 1 full day to think about things and they might take this as an insult.

I've insulted a few folks along the way, and most ppl in sales have at one point or another. I'm ok with that. I find it more of an insult to the heir of a person that WE SHOULD HAVE CLOSED, and didn't.... to walk out leaving them with NO covg.

That is an insult my friend!!! It is really an insult to our profession and to oneself, if you leave someone unprotected that should have bought a policy... think about it. If someone gets their feelings hurt that is ok by me as long as I am doing so in a professional manner, not mean spirited... which I would never do. Well, except that one time....

 

[slushpuppyking]

True. Better to have been direct and got the sale than be a pushover and leave money on the table. Occasionally insulting a few sensitive types along the way is just the price you pay.

 

[VolAgent]

True. Better to have been direct and got the sale than be a pushover and leave money on the table. Occasionally insulting a few sensitive types along the way is just the price you pay.

You don't do it because you are afraid of making less money. You do it because it is the right thing. Either you believe in what you are selling or you don't.

I believe in life insurance and I think someone who has a need or a want should get it. If I can help that person make a decision, great. If not, shame on me. Hopefully that decision is to buy and I will make money for it. But I just want them to decide, there is always someone else ready to buy if they aren't.

 

[rousemark]

I agree, most FE sales are going to be one call close if they are to be closed. There are exceptions. I recently wrote a $217+ month case that required three in home visits. Unusual circumstances for FE.

 

[slushpuppyking]

You don't do it because you are afraid of making less money. You do it because it is the right thing. Either you believe in what you are selling or you don't.

Of course, but we were just discussing a closing tactic. You do that specifically to close more deals.

Obviously you walked into their home that day because you believe it's the right thing to do.

 

[senior-advisor-indiana]

I was doing 1 call closes until recently. I have started offering to help prospects with their prescriptions so most appointments lately are turning into 3-4 call closes...

 

[VolAgent]

Of course, but we were just discussing a closing tactic. You do that specifically to close more deals.

Obviously you walked into their home that day because you believe it's the right thing to do.

There is a mentality thing that you aren't getting. Don't worry, your prospect will.

 

[JimmyUt]

I was doing 1 call closes until recently. I have started offering to help prospects with their prescriptions so most appointments lately are turning into 3-4 call closes...

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[PittAgent]

You don't do it because you are afraid of making less money. You do it because it is the right thing.

I'm going to set off more of your "red flags." I do, in fact, push harder to make a sale so I make money. I'm in this to get paid - not be someone's new best friend! Do I believe in insurance. I sure do. But that's where it stops. I know I'm selling something that is of high quality and I believe in it. Now I want to sell that product and get paid! You may so or "because it's the right thing to do" and good for you if that's your motivation. But unless I'm getting paid very well it makes no sense at all to he in this business at least for me.