Quotit Doesn't Work?

[Guest]

Seems that Rob lists S-M and Sepulveda in his resume'. If so, any comments, Rob? Is this what you are teaching their agents?

Admittedly it has been a while since I have been in Don's agency, and they may have upgraded their market. They used what they called the "Million Dollar" presentation to sell Time plans. Lot's of emphasis on nitpicking details of the Time products vs the competition.

As other's have said . . . "Mega-ish"

Hey, sorry I missed this post until now.

I have worked with both SMM and Sepulveda, yes. My training consisted of either independents agents or in house agents who are all doing phone sales. To my knowledge both agencies do mainly belly to belly.

What products they offered wasn't my concern, my responsibilities were clearly outlined and defined, and covered phone sales, tools and technology.

However, in training, I always instruct agents to offer the best benefits at the best price without sacrificing coverage or reputability, in order to keep clients on the books and not get outsold by another agent a day, week or month later. Like all of us on here has been able to do at one point or another (fish in a barrel).

Also, throughout training they repeatedly here me say "whatever is right for the customer" which has been my mantra since Renee Casserly was at Unicare.

Rob, I wanted to let you know what a pleasure it was meeting you. In fact, I would call it "refreshing!"
Your business mind is good and you understand your business very well. We were most impressed on how often we heard you say, "whatever is best for the customer." We seldom here that in our world.

At Your Service,

Renee Casserly
Manager - UniCare Agent Performance Program

Whether they listen to me and apply it or not is completely out of my control.

 

[Guest]

That is an "old school" line.

It usually includes "to see if you can even qualify" immediately after "let's go ahead and submit your application".

It is a soft close, designed to create the impression they can back out at any time coupled with the fear of rejection.

A variation on that is the Met Life close.

"Let's go ahead and take your application to see if you qualify, and you think about it overnight. IF you wake up in the morning, call me . . ."

When using the soft close, if you get resistance, be sure to remind them of the 10 day free look.

The call center I worked at all back doored the sale, using the free look period all wrong, to this day they still lose a ton of sales as you know.

Do the same thing, the same way and you'll get the same results.

 

[CHUMPS FROM OXFORD]

"A variation on that is the Met Life close."

I never heard of that one.

 

[somarco]

I never heard of that one.

You may have been out the day they taught that . . .

Actually, when I was in training at MONY years ago they taught us that and labeled it the "Met Life" close.

That was long before Snoopy became an shill for them.

 

[moonlightandmargaritas]

You may have been out the day they taught that . . .

Actually, when I was in training at MONY years ago they taught us that and labeled it the "Met Life" close.

That was long before Snoopy became an shill for them.

From Prudential, the "Think About It" close:

"Of course you want to think about it. Prudential wants to think about it too. So we'll just fill out the paperwork, and while Prudential is underwriting you and thinking about it, you'll have a chance to think about it as well...."

In those days though, we could write a "codfish" (or COD app).

 

[blaze1x]

From Prudential, the "Think About It" close:

"Of course you want to think about it. Prudential wants to think about it too. So we'll just fill out the paperwork, and while Prudential is underwriting you and thinking about it, you'll have a chance to think about it as well...."

In those days though, we could write a "codfish" (or COD app).

Back when I was still drinking the Kool-Aid (just last year) for a Stephens Matthews shill I remembered using that close and my apps went up--but so did my cancels.

 

[Crabcake Johnny]

It definitely plays psychological games when you're trained that every prospect is a client and if you don't close the deal it's due to one of 100 different things you messed up.

I have read many books I strongly disagree with where that's the tone; everyone is a client.

Everyone is not a client. Not only is everyone not a client, but everyone shouldn't be a client.

I'd bet my bottom dollar the real pros on this board turn a fair amount of business away.

 

[moonlightandmargaritas]

I'd bet my bottom dollar the real pros on this board turn a fair amount of business away.

Good post.

Couldn't always afford to do it, but once I could...if they're gonna be a problem...no dice.

 

[Crabcake Johnny]

It's nice to be at a point is my career when I say "why don't you let me call you back"....with no intention of ever doing so.

This would include:

"...how soon can my insurance start? can you start it tomorrow? I really need health insurance bad."

"..when will this come out of my account since I don't get paid until the 25th. This won't come out until the 25th, right? because I can't have stuff bouncing."

feel free to add your own

 

[dmiller90]

It definitely plays psychological games when you're trained that every prospect is a client and if you don't close the deal it's due to one of 100 different things you messed up.

I have read many books I strongly disagree with where that's the tone; everyone is a client.

Everyone is not a client. Not only is everyone not a client, but everyone shouldn't be a client.

I'd bet my bottom dollar the real pros on this board turn a fair amount of business away.

I agree 100% (high Probability Selling),

First, traditional sales training teaches that just about everyone who might need what we sell is a prospect who can and should be sold. High Probability Selling takes a little sharper look at reality. There are clearly many more prospects out there than can ever be given our full sales and marketing message. If you try to sell every prospect, you'll waste time, money and effort. And, even more importantly, you'll waste the "opportunity cost" of not getting to those prospects who are most likely to buy, Now.