The Amber Scherloz Thread

[jmhopkins40]

When they say no or not interested----move on. Don't waste your time and theirs.

OMG....never stop when they say NO or I'm not interested!!!!!

Ask them what would make you say YES.

Ask them what stands in the way of you saying YES.

Regroup - try to close again..

FOR SURE - Go get the Little Red Book(s) of Sales answers and questions and you will have the answers to more than they will ever ask!

 

[Edson]

OMG....never stop when they say NO or I'm not interested!!!!!

Ask them what would make you say YES.

Ask them what stands in the way of you saying YES.

Regroup - try to close again..

FOR SURE - Go get the Little Red Book(s) of Sales answers and questions and you will have the answers to more than they will ever ask!

For what it's worth, the mantra I've heard repeated for the two and a half months I've been an agent has been to try at least 5 times to overcome an objection.

Every week we have a fact finder review. We split up the office into two groups of roughly 7 agents each and go over each others fact finders. The purpose is to discuss objections we've gotten and how to overcome them. We also help each other uncover needs that we may have missed the first time around for whatever reason and put ourselves in the clients shoes.

I've found it really helpful to do this kind of role playing. My greatest challenge so far has been setting the appointment and overcoming those cold calling objections. I can't imagine being successful in this industry if I accepted the first "no" or "not interested" and moved on.

 

[Guest]

If you're presentation isn't properly designed to eliminate "objections" before they even occur, you must know how to handle them with precision.

The most popular session I do (for Norvax or in training) has always been "Objection? Overruled!" and it's where most sales people fall short, regardless of the sales field.

How do you expect to sell if you can't turn around a stall or hesitation?

 

[DHK]

Ask them if you should shred their file.

NO CHINA EGGS!

 

[Death Cab For Tootie]

Ask them if you should shred their file.

NO CHINA EGGS!

I like it.
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OMG....never stop when they say NO or I'm not interested!!!!!

Ask them what would make you say YES.

Ask them what stands in the way of you saying YES.

Regroup - try to close again..

FOR SURE - Go get the Little Red Book(s) of Sales answers and questions and you will have the answers to more than they will ever ask!

That is the insurance equivalent of "What do I need to do to get you in this car today?" I don't have a problem getting clarification of what is making them say no, but there is a more subtle way in my opinion. I will say, "Obviously you have a reason for saying 'no'. Do you mind if I ask you what that is?" Then, once the objection is uncovered I will ask, "If we can remedy your concern about X, is there any reason you wouldn't want to move forward?". Ultimately though, the more full your pipeline is, the less you'll be willing to spend time overcoming objections.

 

[Mark]

No means NO. That is when you stop!

Wait a minute. THe subject line through me off.

Know when to stop anything can be hard. Go with your gut.

 

[Full Throttle]

You don't overcome objections, that's amateur night. Most objections are the result of doing a poor job at finding out what the prospect wants to accomplish and their means/desire to do so upfront in the process (qualifying). Most people have such a poor pipeline they try to hang onto cases that never had much of a chance to leading to a sale (in other words, denial).

 

[Guest]

You don't overcome objections, that's amateur night. Most objections are the result of doing a poor job at finding out what the prospect wants to accomplish and their means/desire to do so upfront in the process (qualifying). Most people have such a poor pipeline they try to hang onto cases that never had much of a chance to leading to a sale (in other words, denial).

I'm not sure about the accuracy of your statement.

You must know how to handle "objections" no matter how good you qualify and present, people will often hesitate when it comes to reaching in their wallet.

 

[Franz Kafka]

Know when to stop anything can be hard. Go with your gut.

I think there's a lot of truth to that statement. It's amazing to me how similar prospecting is to "picking up females (if female's what you like)". If the girl jumps in my arm the moment I first approach her, that usually means something's not right. I may think I scored only to find out later that I had dug my own grave. Most of them like to play games but I really need to know instinctively whether she is playing with me or really means it when she tells me to drop dead. I don't want to chase them because that will scare them away even if they had some interest in me. I don't want to treat them too nicely, either, because they will think they have me by the xxxxs. I call her unexpectedly and right when she expects to be asked out, I hang up. I call back 2 weeks later and do the same. By this time she's really intrigued about me and wants to find out more about me. I call again and casually mention that I've got something to say and want to see her. 99% of the time she will show up. And when I finally see her, I shut the hell up and let her do all the talking. I ask lots of question about her and look very interested in what she has to say. By the end of the evening, she's already thinking about long term relationship.

Obviously this won't work if you're trying to make one product sale over the phone. Then you need the book on one night stand.

 

[Full Throttle]

You must know how to handle "objections" no matter how good you qualify and present, people will often hesitate when it comes to reaching in their wallet.

If you qualify early in the process, this will be an rare experience. Before I present, I qualify the extent they perceive their current situation to be a problem, if what I'm selling requires more out of pocket then they are spending now, then I qualify for budget. Last I ask them when they are looking to get it inforce and who needs to be involved to make a decision. If you do that before you ever present, objections won't be all that common if you can help them solve their problem adequately. The objections come in the qualifying stage, mainly because they're not qualified anyway!