I Can't Get Out to Sell So I Need to Sell Over The Phone-Help-Any Companies?

[theinsuranceman]

I don't have any problem with any of it other than the, "I am not a salesman"....That part just is not a true statement. IMHO.. You may not be a high pressure sales man but you are a salesman. Good salesmen are the ones who assist people in determining what THEY want and helping THEM get it.. But, they are still salesmen.

I conduct myself more as a provider of information. At least that is how I try to do it. If they like my information and want to enroll then I'll help them. If they don't like the info then I get referrals if possible and go hunting the next "yes". I don't try to assist people in determining what they want. I share the info with them and let them pick what they want. They have to feel it's their decision....that's basic sales 101...lol. Remember no one likes to be sold but people love to buy.

Mapped out leads are the path I follow throughout the week. Along that path I'll find some ripe fruit and I'll also find some poison ivy. I'm only looking for the ripe fruit and not waste any time trying to turn poison ivy into fresh fruit. I also don't try to waste too much time with the poison ivy because if it gets on me I'll be miserable and it'll carry over to the next few presentations. Without the leads I don't have a path to follow, which means I'm only stumbling around lost....lol.

 

[shonceman]

"now Ms. Betty I'm not a salesman. The approach is good but you would loose me as soon as you make this statement. I am going to question everything you have to say past this point and am going to ne looking to escort you out the door asap.. If you try to deceive me once, you will do it again.

I rarely go there. If they let me in the door, it’s because they’re interested in what I have to say. If I detect resistance after I’m there, I might go slightly in that direction. But my statement is something like, “I don’t make a living by pressuring people to do something they don’t want to do.”

If I’ve gotten agreement on their need, it’s just a matter of fitting them to the right plan. If I can’t even get agreement on need, I might as well pack up. If I can’t establish trust within the first few minutes, it ain’t gonna happen. Telling them, “I’m not a salesman” won’t usually solve that.

 

[rousemark]

I’ll agree a hard working mediocre salesman will crush a 1/2 working super salesman every time . Pressure sales doesn’t work long term as people will drop the policy . That’s why somewhat high intent leads are needed . Recruiters will say the leads irrelevant as long as they filled it out . That’s bs . Sure you’ll sell some but you waste a huge amount of time with uninterested people . That’s why tm leads suck . 60% of the people who say an agent can Call them said up front they had no interest but the caller twisted their arm to say ok at the end . When you call them they have no interest. Time is precious in this business and you need to be talking to people that at least have lukewarm interest .Any dm card with just general mention Of final exp is fine as I don’t care if they Have ins or not as many times I have better product

I tried TM leads and after listening to the recorded calls, it was obvious soem of the prospects simply said yes in order to get off the phone.. I can't remember the co that I used that had a rule that they would only try to overcome one objection one time. After that one time, it was on to the next number. Now, those I didn't run into very many "twisted arm syndrome" and they actually allowed me to make a presentation with about 40% of those buying.

 

[shonceman]

I tried TM leads and after listening to the recorded calls, it was obvious soem of the prospects simply said yes in order to get off the phone.. I can't remember the co that I used that had a rule that they would only try to overcome one objection one time. After that one time, it was on to the next number. Now, those I didn't run into very many "twisted arm syndrome" and they actually allowed me to make a presentation with about 40% of those buying.

Early in my career, I was a licensed agent for a group that sold accident policies over the phone for credit card companies. When there was no sale going on for me to verify, they had me doing outbound calls just like the telemarketers. That company was actually very professional, especially when compared to other telemarketing firms. We were not allowed to deviate from the script, and trained to rebut one “no”. On the second negative response, we politely exited the call. I’ve used the same pattern ever since when phoning for appointments and/or sales, right down to the wording of my exit: “Thank you for your time. Have a pleasant day. Goodbye.”

 

[theinsuranceman]

I rarely go there. If they let me in the door, it’s because they’re interested in what I have to say. If I detect resistance after I’m there, I might go slightly in that direction. But my statement is something like, “I don’t make a living by pressuring people to do something they don’t want to do.”

If I’ve gotten agreement on their need, it’s just a matter of fitting them to the right plan. If I can’t even get agreement on need, I might as well pack up. If I can’t establish trust within the first few minutes, it ain’t gonna happen. Telling them, “I’m not a salesman” won’t usually solve that.

That's odd. I would use that phrase and never noticed any problem, and that's getting in a lot of reps with that phrase.

Approx. how many times have you used that phrase when working a lead? Are you sharing real world experience or making an educated guess?

 

[shonceman]

That's odd. I would use that phrase and never noticed any problem, and that's getting in a lot of reps with that phrase.

Approx. how many times have you used that phrase when working a lead? Are you sharing real world experience or making an educated guess?

My phrase? Not often. I agree with Louis that saying “I’m not a salesman” seems disingenuous. Whether prospects react to it the same way, I wouldn’t know, because I wouldn’t say it. I only use my own version if I’m picking up resistance early on, in an attempt to comfort them that I’m not going to badger them. If they still don’t relax, I’m probably out of there.

My point is that saying it early in every presentation doesn’t add anything, and could even be a distraction. They already know you’re a salesman. Making a statement that you’re not will do more to reinforce that you actually are a salesman. In reality it’s probably never caused you a problem because you’re a likable guy, and they respond to your personality more than your words. Also, if they’re interested in what you’re selling, they don’t actually care that you’re a salesman. In fact they expect it.

 

[theinsuranceman]

My phrase? Not often. I agree with Louis that saying “I’m not a salesman” seems disingenuous. Whether prospects react to it the same way, I wouldn’t know, because I wouldn’t say it. I only use my own version if I’m picking up resistance early on, in an attempt to comfort them that I’m not going to badger them. If they still don’t relax, I’m probably out of there.

My point is that saying it early in every presentation doesn’t add anything, and could even be a distraction. They already know you’re a salesman. Making a statement that you’re not will do more to reinforce that you actually are a salesman. In reality it’s probably never caused you a problem because you’re a likable guy, and they respond to your personality more than your words. Also, if they’re interested in what you’re selling, they don’t actually care that you’re a salesman. In fact they expect it.

With all due respect, if you wouldn't know as you say above, how can you make statements to the effectiveness of what I'm sharing? You and Louis both have said you don't use this phrase, which is cool. But since you don't use this phrase, how can you say just how effective or ineffective this phrase is, since you don't have the real world experience of using this phrase?

I'm sharing my experience as I do have the real world experience using this phrase, and I've used this phrase 100's of times over the years. When you, or anyone else, say things, without the experience of using those said things, you can pass off erroneous info, which degrades this forum and hurts new agents who are not being trained by their upline.

Not criticizing you, but bringing up a point.

 

[SafePoliciesInc]

What state you have license in? JohnnyRain

 

[theinsuranceman]

I tried TM leads and after listening to the recorded calls, it was obvious soem of the prospects simply said yes in order to get off the phone.. I can't remember the co that I used that had a rule that they would only try to overcome one objection one time. After that one time, it was on to the next number. Now, those I didn't run into very many "twisted arm syndrome" and they actually allowed me to make a presentation with about 40% of those buying.

40% closing %? Is that a typo? If 40% is accurate why would you stop using that lead source? If 40% is accurate then why would agents even be using DM leads anymore? Even David Duford would be pushing that lead source in his videos for good sources of FE leads.

Those TM leads sound like they are better than TV leads. How much were those 40% closing % TM leads?

 

[shonceman]

With all due respect, if you wouldn't know as you say above, how can you make statements to the effectiveness of what I'm sharing? You and Louis both have said you don't use this phrase, which is cool. But since you don't use this phrase, how can you say just how effective or ineffective this phrase is, since you don't have the real world experience of using this phrase?

I'm sharing my experience as I do have the real world experience using this phrase, and I've used this phrase 100's of times over the years. When you, or anyone else, say things, without the experience of using those said things, you can pass off erroneous info, which degrades this forum and hurts new agents who are not being trained by their upline.

Not criticizing you, but bringing up a point.

I just agree with Louis and many other trainers I’ve met over the years that it’s better to avoid even a hint of spin. I get that what you’re trying to communicate is that you’re not a pressure salesman; that you’re taking a consultative approach. If your clients understand it that way, no problem! Not a hill I would die on.