Rate my variable life/securities telemarketing script.

[mickeyma]

Good prospecting is presenting an offer that requires an immediate "Yes" or "No," response. That way, you can easily average 60 prospecting calls an hour. So, you can make twice as many calls per hour and find the High Probability Prospects - those that want what you are offering.

Bill Good, considered an outstanding telephone sales trainer, agrees with you, although some on this forum do not. He was hired to teach an insurance agency how to sell insurance.

They had comebacks for 6 objections. After a while, he cut that back to only 3 objections before they
moved on to the next prospect. He said the result was sales doubled. So, he cut the replies to objections to ZERO and he said the sales again doubled.

His book states that sales people feel prospects are liars. He disagrees. If a prospect tells you he is not interested, Good says to believe them and move on to the next prospect. Pick the cherries--not the pits--to deal with.

Start reading FREE newsletters from Mike Brooks (Mr. Inside Sales) and Art Sobczak. Then, buy some of their material.

 

[JacquesWerth]

High Probability Prospecting offers

Biggity,

Trying to get an appointment with as many people as you can is one of the primary reasons for failing at telephone prospecting. It results (mostly) in multiple appointments with prospects who will not buy.

A High Probability Prospecting offer is not a casual conversation. Any wasted words such as “. I am calling you tonight because…,” will reduce the number of “Yes” answers you get.

Asking “needs” questions will result in plenty of time spent in conversation with “interested” people. However, interested prospects seldom buy. I can hear a lot of hopeful agents choking on that. Remember, hope is not a strategy.

The High Probability Prospecting offer has been tested and perfected over the last nineteen years with the cooperation of hundreds of our graduates. They keep accurate statistics on what works and what doesn’t. Here’s how it works.

For maximum contact rates, when someone answers the phone you say, “John Prospect, please” or whatever his/her name is. It often works to present your offer to the spouse.

When you get the right party on the phone, present your offer as follows:

• Your name and who you represent.
• A brief description of your product or service.
• One important feature
• Another important feature.
• “Is that what you want?”

Your offers must be a maximum of 45 words from “This is…” to “want.” The most effective offers are considerably shorter and very easily understood.


Do not act too friendly, too enthusiastic, too cordial, too courteous, or too anything. Do not act; be authentic instead.