Sales Help Question

[jjrardin]

I've been in several instances that I felt like it was my inexperience that lost the sale. Just the fact that I could sense it, makes me think I'm at least on the right track. Twice I recognized it while it was happening, a few times after I left. I just found myself with nowhere to go with the questioning although I felt I was sitting with a buyer.
I know you can't sell everybody, and they may have not been sales, but with some more experience I could have gotten further with it anyways.
One situation, door knocking DM leads, the lady 66 with quadruple bypass 3 months ago. She didn't really want to talk and I got it out of her that 'Robert' had called from some company she couldn't remember, and quoted $54/mo for 20k. Without even looking, sounded way too cheap. Later it came out that she sent in 5 cards. I said, just to see what it is, give me 2 minutes and I'll get a quote for ya. Mine was $111 for 20k graded, $70 (something) for level which she wouldn't have qualified for. I started asking about Robert, she insisted 20k for $54 and then said she thinks she's gonna go with Globe because they are even cheaper than that.... fixed income, cheap as possible, etc..... I show and explain the globe deal, "oh, that's not what I want". no ma'am.
So, obviously she was a price shopper. My first thought was she was mistaken (probably was) on the 20k, because 10k would line up exactly with what I could offer, as far as monthly premium. Strike that. My first thought was 5 cards, just cancelled AARP when she found out it was term.... she's a buyer.
I was wondering what kinds of questions or what direction I could have went in? I was sitting with her, she wanted insurance, she could afford it.... I think Robert misquoted and her perception was that Robert is correct.
After typing this out and reading over, I think a good line to take would have been to start focusing on the benefit of life insurance vs the cost. But I still am going to have to overcome her perception from/of Robert..(phone agent, never came by)?

Any and all input would be appreciated.

Thanks,
Jim

 

[bigjake]

I just had situation. 79 yo diabetic (otherwise healthy) got a quote on the phone for something like 50 or 60 bucks for 20K. I could not get anywhere with her. I am guessing its a term quote, but from whom I have no idea. Maybe an AARP deal or Globe. Sounds just like your situation.

 

[xrac]

You will have a hard time selling them until they realize they can't get what they were told for that price. Without having the name of the company and the product there is not much one can do. The person on the phone was probably quoting something they can't qualify for.

 

[bigjake]

Sad but true. And if that person is 80 or under, he/she has way more options to choose from. But I can't make some of them see that. For instance, I got an 81 yo who needs a GI. Gerber took it on her birthday (saved age). I haven't gotten the policy yet and the money hasn't been withdrawn. Their product along with Kemper's ends at 80. So, had I sent it to Kemper first, even with higher premium, she would have been safe. Now, who knows? Price isn't everything

 

[benefits365]

You will have a hard time selling them until they realize they can't get what they were told for that price. Without having the name of the company and the product there is not much one can do. The person on the phone was probably quoting something they can't qualify for.

Xrac is correct. The omniscient third person voice on the tele told her that rate, and she is price shopping. If you can't beat the price, you lose.

And as you stated, Robert is full of dookie. But when she gets on the phone to app, he'll say something like "oh, quadruple bypass? Well then it's xxx dollars a month." Even if he's higher than you, he's going to get the deal because he's capitalizing on her status as a buyer in that moment.
Point is, a lot of call centers play this type of garbage. It's tough to overcome, and the client is the loser, as well as the agent with the superior product pricing. She didn't even remember the carrier, so it's damn hard to beat.

 

[jdeasy]

The inexperience is in spending that much time with this person. She's not getting immediate coverage anywhere. Show her what MoO costs and then move on.

As for the situation with the phone seller, there's nothing you can do with a vague promise. Tell them that sounds great and they should get it and give you a call once they have the policy so that you make sure it's what they wanted. If they won't agree to that then they are just wasting your time anyway.

But before that my question to them would be, "why didn't you buy it?". If the answer is that the pie in the sky quote was too high then just trash that lead and move on.

I've been in several instances that I felt like it was my inexperience that lost the sale. Just the fact that I could sense it, makes me think I'm at least on the right track. Twice I recognized it while it was happening, a few times after I left. I just found myself with nowhere to go with the questioning although I felt I was sitting with a buyer.
I know you can't sell everybody, and they may have not been sales, but with some more experience I could have gotten further with it anyways.
One situation, door knocking DM leads, the lady 66 with quadruple bypass 3 months ago. She didn't really want to talk and I got it out of her that 'Robert' had called from some company she couldn't remember, and quoted $54/mo for 20k. Without even looking, sounded way too cheap. Later it came out that she sent in 5 cards. I said, just to see what it is, give me 2 minutes and I'll get a quote for ya. Mine was $111 for 20k graded, $70 (something) for level which she wouldn't have qualified for. I started asking about Robert, she insisted 20k for $54 and then said she thinks she's gonna go with Globe because they are even cheaper than that.... fixed income, cheap as possible, etc..... I show and explain the globe deal, "oh, that's not what I want". no ma'am.
So, obviously she was a price shopper. My first thought was she was mistaken (probably was) on the 20k, because 10k would line up exactly with what I could offer, as far as monthly premium. Strike that. My first thought was 5 cards, just cancelled AARP when she found out it was term.... she's a buyer.
I was wondering what kinds of questions or what direction I could have went in? I was sitting with her, she wanted insurance, she could afford it.... I think Robert misquoted and her perception was that Robert is correct.
After typing this out and reading over, I think a good line to take would have been to start focusing on the benefit of life insurance vs the cost. But I still am going to have to overcome her perception from/of Robert..(phone agent, never came by)?

Any and all input would be appreciated.

Thanks,
Jim

 

[benefits365]

The inexperience is in spending that much time with this person. She's not getting immediate coverage anywhere. Show her what MoO costs and then move on. As for the situation with the phone seller, there's nothing you can do with a vague promise. Tell them that sounds great and they should get it and give you a call once they have the policy so that you make sure it's what they wanted. If they won't agree to that then they are just wasting your time anyway. But before that my question to them would be, "why didn't you buy it?". If the answer is that the pie in the sky quote was too high then just trash that lead and move on.

Awesome advice here. This is what makes this forum so great. JD, well spoken.

 

[houcoogster]

That's why he's called the machine folks!

I like the way he said to quote MoO and move on, they have an awesome rep and most people know of them. If what they have been quoted is out of line with the MoO rate they should know its BS.

Also find yourself a term company and get a rate chart for annual renewable term and just blow the freaking doors off of all the globe (type) call center turds.

The inexperience is in spending that much time with this person. She's not getting immediate coverage anywhere. Show her what MoO costs and then move on.

As for the situation with the phone seller, there's nothing you can do with a vague promise. Tell them that sounds great and they should get it and give you a call once they have the policy so that you make sure it's what they wanted. If they won't agree to that then they are just wasting your time anyway.

But before that my question to them would be, "why didn't you buy it?". If the answer is that the pie in the sky quote was too high then just trash that lead and move on.

 

[indiana260]

I've been in several instances that I felt like it was my inexperience that lost the sale. Just the fact that I could sense it, makes me think I'm at least on the right track. Twice I recognized it while it was happening, a few times after I left. I just found myself with nowhere to go with the questioning although I felt I was sitting with a buyer.
I know you can't sell everybody, and they may have not been sales, but with some more experience I could have gotten further with it anyways.
One situation, door knocking DM leads, the lady 66 with quadruple bypass 3 months ago. She didn't really want to talk and I got it out of her that 'Robert' had called from some company she couldn't remember, and quoted $54/mo for 20k. Without even looking, sounded way too cheap. Later it came out that she sent in 5 cards. I said, just to see what it is, give me 2 minutes and I'll get a quote for ya. Mine was $111 for 20k graded, $70 (something) for level which she wouldn't have qualified for. I started asking about Robert, she insisted 20k for $54 and then said she thinks she's gonna go with Globe because they are even cheaper than that.... fixed income, cheap as possible, etc..... I show and explain the globe deal, "oh, that's not what I want". no ma'am.
So, obviously she was a price shopper. My first thought was she was mistaken (probably was) on the 20k, because 10k would line up exactly with what I could offer, as far as monthly premium. Strike that. My first thought was 5 cards, just cancelled AARP when she found out it was term.... she's a buyer.
I was wondering what kinds of questions or what direction I could have went in? I was sitting with her, she wanted insurance, she could afford it.... I think Robert misquoted and her perception was that Robert is correct.
After typing this out and reading over, I think a good line to take would have been to start focusing on the benefit of life insurance vs the cost. But I still am going to have to overcome her perception from/of Robert..(phone agent, never came by)?

Any and all input would be appreciated.

Thanks,
Jim

I would have asked
1. why they didn't buy
2. Did they give you that price before or after you hold them about your heart surgery

You should respond accordingly to their reply.

If Robert is a telesales agent or comes out to see you, why hasn't you signed up. Probably because he can't do what he said he could

 

[jjrardin]

Thanks for all the replies, everything said makes sense and will help when similar situations come up again.

I will call her in few days to see if she has signed up, and probe why not. Or if she bought, I'll get that info to and see how accurate it was...

Thanks again,
Jim