The Amber Scherloz Thread

[Crabcake Johnny]

1) This is a really busy week for me. Can you call back next Monday?

2) I was actually just poking around on the net to see rates because I saw this banner saying free quotes

3) Sure, call me back tomorrow at 3 and I'll have some time for you. (call back at 3, right to VM, leave message and send email.)

4) Ummmm, eh, sure, we can do the application but will you need any banking info? You see, my checkbook's in my car oh and someone stole my credit cards so I had to cancel all of them and....

5) Well this all looks great. Right now I'm researching so I won't be making a decision this month....

In all of these cases I never contact them again. I don't convince anyone. I'm their guide. I tell my prospects "If you want a sales presentation go on a time share demo." Always good for a laugh.

 

[Full Throttle]

In all of these cases I never contact them again. I don't convince anyone. I'm their guide. I tell my prospects "If you want a sales presentation go on a time share demo." Always good for a laugh.

I could be wrong, but I'm convinced that sales isn't really about convincing people to do anything. The three most important elements are: first, finding a prospect (80% of the game), second, find out what they want and if they are qualified/motivated to buy it, and last, show them how you can help solve the problem. If any selling goes on, it's about selling the problem they now face instead of the solution (in health sales, they usually know the problem without having to do much here, I'm finding with life it takes more education). It's not about convincing someone to do something they don't want to do, it's about finding those who want to do something. Most won't pass round two, but who cares, that's why round one is so important.

If you screw up the order, pitch an idea/product before you sell the problem and find out their motivation level/ability to pay for your solutions, then you will get lots of objections. If you do it correctly, the objections will sound like the list above that John put together, but you will get those before you go to a presentation and waste your time putting something together (ie they weren't qualified). You usually know after a few qualifying questions up front if someone is going to buy or not before ever delivering a presentation.

By the way, I'm stealing your line!

 

[Crabcake Johnny]

Correct, most don't make it past my prescreen:

1) Interest
2) Health
3) Time frame
4) Money

If they're interested, health qualify, want an effective date within 30 days and are realistic about the premiums I typically have a deal.

My prospects mainly call me back. I rarely, if ever, chase anyone. SOLID prospects are looking for a great advisor. I'm a great advisor.

I'll lose a few impetuous people to discount cards or Mega but that's goes with the territory.

The question I always get is "how to you get people back on the phone." The answer; I don't. 9 times out of 10 they call me back.

 

[Full Throttle]

The other question up front for health sales I like to ask is "what have you looked at already?"

Responses:

1. "Another agent showed me plans with BC/BS and I like the ABC plan with them.": great, now I know where to start and what I need to cover to see if I have a chance at this one.

2. "I haven't looked yet.": always a good response, but then you need to find out their time frame.

3. "I looked a little online, I really like the XYZ plan.": also love to get this response.

4. "Well I applied to GR, but they declined me due to my diabetes.": now I know I probably don't have much of an opportunity and I can help them secure coverage in the state risk pool.

 

[somarco]

If you are getting objections you have either failed to discover their real need (or even if they have one you can fill) or you have failed to establish credibility.

I don't close anyone and I almost never get objections. Rather, clients buy from me when they realize we have not only uncovered their need but a viable solution as well.

 

[Full Throttle]

I don't close anyone and I almost never get objections.

I think closing techniques is a false premise that came out of the 80's from the likes of Tom Hopkins and Zig Ziglar. It should be a natural progression of a good job done on the front end. If feel your closing ratio is weak, work on your opening techniques rather than your power phrases. Enough time on here today, back to work!

 

[Crabcake Johnny]

Closing is for sales where clients either can't back out or have a very limited time to back out. It doesn't work when they can cancel for any reason at any time.

 

[Guest]

. If the girl jumps in my arm the moment I first approach her, that usually means something's not right.ou need the book on one night stand.

You've obviously never been in a band!


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If you are getting objections you have either failed to discover their real need (or even if they have one you can fill) or you have failed to establish credibility.

I don't close anyone and I almost never get objections. Rather, clients buy from me when they realize we have not only uncovered their need but a viable solution as well.

And you (or I) are not the norm in the sales industry, which is why there is a need to have skills after the first attempt to conclude a sale.

 

[Amber Scherloz]

Great points! I don't easily give up and I agree that a person who said no may not literally mean he is not interested in buying the product, maybe it has something to do with the person selling it. Success in selling should come from the person offering it.

 

[theinsuranceman]

No doesn't always mean NO! Example: I walk into The Men's Warehouse to buy some ties. A sales assoc. approaches me and asks if they can help me. My REFLEXIVE answer is to say "no thanks, I'm just looking". In reality I am a serious buyer, that's the only reason I'm there, I'm not just looking, I hate shopping. 10 min. later I'm asking the sales associate to ring up the sale. Not the best ex. but you get the idea.

Sometime when people say I'm checking around with different co.'s, I need to think about it, etc. they will let you write them up if you GENTLY press forward.