The Art of Cold Knocks

[NAF1138]

I had a good friend that was a state manager with Combined. The reason I never considered them was the traveling. You spent all week in a motel and had a rah rah meeting every morning and evening. Not for me.

Holy, that bring back memories or regional meetings. Every 3 months there was a regional meeting for like 3 days. Mandatory. Then there were periodic training blitzes where they would send you to a town you don't normally work with like 7 other agents, 2 hours of classroom time in the morthen a sales contest for the rest of the day.

Oy.

Terrible stuff. Hated that so much I blocked it out.

 

[DayTimer]

If you want to learn how to sell sand in the desert, go get trained by Combined. Seriously, their methods for building rapport instantly and overcoming objections, both to closing but also to even presenting your products are brilliant and work perfectly.

So why you no spill the secret sauce all over this thread?

 

[shonceman]

So why you no spill the secret sauce all over this thread?

Or do a video on it!

 

[NAF1138]

So why you no spill the secret sauce all over this thread?

They are hard to communicate in text. At least not without a lot of words.

It's a lot of stuff about responding in ways that go against your prospect's expectations when they try to fight you.

Like if someone throws out a basic objection you start by agreeing with them. Then making a factual statement about your product that is appealing. Then asking them a question they have to say yes to. Then reapproaching the close.

But there is also stuff about how to pitch your voice so you sound credible. What to do with you hands. How to set up people in a room when you enter it so you are in control not them. Lots of stuff. There is a combined way to point to words on a presentation chart. (use a pen not your finger, point at the words from below not above, sweep smoothly across the line, don't jerk or go too fast. Etc.)

But you can buy The Success System that Never Fails on Amazon. It's got most of it in there.

 

[NAF1138]

Like the canned objection for "I can't afford it" follows that formula this way.

P (after showing them 2 choices of prices for a product says) : I can't afford it.

You say : I completely understand (prospect first name). Things are just getting more and more expensive these days, it can be tough to fit stuff in your budget. The good news is, it's not your money it's your good health that qualifies you for this product! Unfortunately we never know how long our health will stay good, isn't that true? And you do want to make sure your family is protected from the huge medical bills you could get if your health did change, isn't that also true?

Great! So with that in mind (prospect first name) how much is too much? Could you do this (third slightly less expensive option?)

It's been a while so that's a little too wordy because I don't quite remember it anymore, but it's the idea.

 

[PA Bill]

They are hard to communicate in text. At least not without a lot of words.

It's a lot of stuff about responding in ways that go against your prospect's expectations when they try to fight you.

Like if someone throws out a basic objection you start by agreeing with them. Then making a factual statement about your product that is appealing. Then asking them a question they have to say yes to. Then reapproaching the close.

But there is also stuff about how to pitch your voice so you sound credible. What to do with you hands. How to set up people in a room when you enter it so you are in control not them. Lots of stuff. There is a combined way to point to words on a presentation chart. (use a pen not your finger, point at the words from below not above, sweep smoothly across the line, don't jerk or go too fast. Etc.)

But you can buy The Success System that Never Fails on Amazon. It's got most of it in there.

So they're pretty much mind ***ing people like the rest of us.

 

[DayTimer]

But you can buy The Success System that Never Fails on Amazon. It's got most of it in there.

Even this stuff?

But there is also stuff about how to pitch your voice so you sound credible. What to do with you hands.

 

[NAF1138]

Even this stuff?

Yeah, it's talked about. It makes more sense if you see someone do it though.

 

[DayTimer]

Yeah, it's talked about. It makes more sense if you see someone do it though.

Surely you must find yourself using some of it still. That example you gave above would seem to fit an FE close, for example.

Good stuff, Nick. Thanks for sharing.

 

[Life Hawk]

Yeah, it's talked about. It makes more sense if you see someone do it though.

Worked with Family Heritage back in the day. Quick thought... the system was easy to teach and transfer to people willing to work.

It was tough, can't say I hated it so much though. More of a emotional sales guy myself. That's why my closing ratio with women is so high.