All I've been exposed to are the opinions of people from the career agency background. Basically my sales cycle is
1- Beg for a meeting on the phone, namedrop the nominator as much as possible
2- Go on meeting, ask lots of questions in order to try to get suspect to open up and give you enough personal financial info to become a prospect in some way
3- Bring back proposal and try to close
I think this sales cycle is well suited when I'm referred as a financial advisor, and the quality of the referral is strong. However, when I'm referred as an insurance guy or when I'm calling an internet lead or cold calling, I'm not sure this is the best way to go. In particular, this approach seems atrocious for cold calling.
I've tried scheduling phone factfinding meetings for cold calls and they never pick up. So, I've been doing research in this forum and this is what I've come up with:
1- Create a campaign, and a concept-based script for my campaign. For example, this campaign will be about hedging against market declines, protecting yourself against outliving your income, or what have you. The next 5 passes through my phoning list will use the same script from this campaign
2- Power up the sales dialer and hit people with my script. The script has to be quick and to the point to either uncover interest within 10 seconds or move on.
3- Whenever I uncover some interest with a suspect, ask follow up "why" questions and generate a conversation. Also ask a couple of crucial qualifying questions such as can he make the decision without his wife, does he have a financial advisor he's going to run my proposal by, and so on.
4- Set the meeting if all goes well.
5- Attempt to close them on the first meeting.
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How does that look? Any other qualifying questions I should be asking? Assume my phoning list will be filtered by income so there's no broke people on it
1- Beg for a meeting on the phone, namedrop the nominator as much as possible
2- Go on meeting, ask lots of questions in order to try to get suspect to open up and give you enough personal financial info to become a prospect in some way
3- Bring back proposal and try to close
I think this sales cycle is well suited when I'm referred as a financial advisor, and the quality of the referral is strong. However, when I'm referred as an insurance guy or when I'm calling an internet lead or cold calling, I'm not sure this is the best way to go. In particular, this approach seems atrocious for cold calling.
I've tried scheduling phone factfinding meetings for cold calls and they never pick up. So, I've been doing research in this forum and this is what I've come up with:
1- Create a campaign, and a concept-based script for my campaign. For example, this campaign will be about hedging against market declines, protecting yourself against outliving your income, or what have you. The next 5 passes through my phoning list will use the same script from this campaign
2- Power up the sales dialer and hit people with my script. The script has to be quick and to the point to either uncover interest within 10 seconds or move on.
3- Whenever I uncover some interest with a suspect, ask follow up "why" questions and generate a conversation. Also ask a couple of crucial qualifying questions such as can he make the decision without his wife, does he have a financial advisor he's going to run my proposal by, and so on.
4- Set the meeting if all goes well.
5- Attempt to close them on the first meeting.
---------
How does that look? Any other qualifying questions I should be asking? Assume my phoning list will be filtered by income so there's no broke people on it
