So, what do you do when a prospect is lying to you? 
We all know they lie. Every day. Here are some examples:
You get a lead, make contact with the prospect and go over some basic information. They PROMISE you that they will call you back tomorrow. They never intend to call you...lie #1
When you don't hear from them, you call them the next day. They are having a "medical emergency" and they are just headed out of the house, so they can't talk right now. But they say, "I have your number." I know - this is lame - but this is what a lady told me today... (last time I had a medical emergency, I wasn't answering my phone)
Or, you have another prospect who says: (This was what someone said on Monday)
Prospect: "I just bought a policy from another company, but thanks anyway."
Agent: "Oh really? Well, what company did you go with?"
Prospect: "Well, I'm not really sure. Ah...I think it was Allstate. $50,000 maybe? Well, I was in the hospital last week, see, I have cancer. My friend took care of it all for me. A family friend. Yeah. I think it was Allstate."
A 70 year old man with cancer who was in the hospital got a $50,000 Allstate policy. You and I know he is lying.
So the story goes. We can add story after story. Some of the things people tell us are so outrageous you don't know whether to laugh or to get mad at them for thinking that you are stupid.
My question: How do you handle it? With the 70 year old, I almost downright called him a liar...I was ticked off. I didn't. Instead I just kept asking questions, you could tell he was uncomfortable, but I knew he was lying and I acted casual. His only way out was, "I have to go lay down now, I'm not feeling well."
At the same time, people like this deserve the consequences of their stupidity, so I didn't lose any sleep over the old man who obviously needs insurance but it too prideful to talk to an agent. In a sense, I fired him from being a prospect. I would never call on him again...he isn't the type of client that I want. I've found that at times there are some people who are not worth our time...
So, how do you handle the lies?
We all know they lie. Every day. Here are some examples:
You get a lead, make contact with the prospect and go over some basic information. They PROMISE you that they will call you back tomorrow. They never intend to call you...lie #1
When you don't hear from them, you call them the next day. They are having a "medical emergency" and they are just headed out of the house, so they can't talk right now. But they say, "I have your number." I know - this is lame - but this is what a lady told me today... (last time I had a medical emergency, I wasn't answering my phone)
Or, you have another prospect who says: (This was what someone said on Monday)
Prospect: "I just bought a policy from another company, but thanks anyway."
Agent: "Oh really? Well, what company did you go with?"
Prospect: "Well, I'm not really sure. Ah...I think it was Allstate. $50,000 maybe? Well, I was in the hospital last week, see, I have cancer. My friend took care of it all for me. A family friend. Yeah. I think it was Allstate."
A 70 year old man with cancer who was in the hospital got a $50,000 Allstate policy. You and I know he is lying.
So the story goes. We can add story after story. Some of the things people tell us are so outrageous you don't know whether to laugh or to get mad at them for thinking that you are stupid.
My question: How do you handle it? With the 70 year old, I almost downright called him a liar...I was ticked off. I didn't. Instead I just kept asking questions, you could tell he was uncomfortable, but I knew he was lying and I acted casual. His only way out was, "I have to go lay down now, I'm not feeling well."
At the same time, people like this deserve the consequences of their stupidity, so I didn't lose any sleep over the old man who obviously needs insurance but it too prideful to talk to an agent. In a sense, I fired him from being a prospect. I would never call on him again...he isn't the type of client that I want. I've found that at times there are some people who are not worth our time...
So, how do you handle the lies?
