The Art of Cold Knocks

[NAF1138]

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.

Some of it, yeah. A lot of stuff like repeating people's first names, matching their energy, how I carry myself, how I manage the room, is stuff I don't even think about anymore. I use the overcoming objections formula all the time when setting appointments (when I run in the the majority of my objections). It amazing how something as simple as getting someone to confirm a couple of pieces of personal information so they simply say yes twice, will get them to back off their resistance to setting.

 

[Life Hawk]

Some of it, yeah. A lot of stuff like repeating people's first names, matching their energy, how I carry myself, how I manage the room, is stuff I don't even think about anymore. I use the overcoming objections formula all the time when setting appointments (when I run in the the majority of my objections). It amazing how something as simple as getting someone to confirm a couple of pieces of personal information so they simply say yes twice, will get them to back off their resistance to setting.

Do you use the, "Bob, I understand how you feel. Tom and Sally felt the same way until..."

 

[NAF1138]

Do you use the, "Bob, I understand how you feel. Tom and Sally felt the same way until..."

No. That's not part of the system. Not enough interaction.

Now throw a couple of agreeable questions into the mix...

They did teach us to wave and shuffle at the door though.

 

[HoosierLife]

No. That's not part of the system. Not enough interaction.

Now throw a couple of agreeable questions into the mix...

They did teach us to wave and shuffle at the door though.

Can't hurt right? Ask JD, he loves that stuff!

 

[Life Hawk]

No. That's not part of the system. Not enough interaction.

Now throw a couple of agreeable questions into the mix...

They did teach us to wave and shuffle at the door though.

Always wipe your feet.

Family Heritage taught how to use a names list of past and current clients as name recognition during sales. That's more powerful than you can imagine.

 

[NAF1138]

Always wipe your feet.

Family Heritage taught how to use a names list of past and current clients as name recognition during sales. That's more powerful than you can imagine.

We did the same! Had a list 4 pages long of people who had combined policies nearby. Almost always there was someone on the list my prospect knew.

 

[Life Hawk]

We did the same! Had a list 4 pages long of people who had combined policies nearby. Almost always there was someone on the list my prospect knew.

If you sold life that way... you would sale like a monster. Makes me wonder how I could make that work.

 

[NAF1138]

Whenever I'm in an apartment building or trailer park where I know I have other clients I make sure to name drop a couple of them. Seems to drop some barriers. I don't have a list anymore though.

 

[Life Hawk]

Yeah, the list is the thing. If you had the right system you could make your own list.

 

[shonceman]

Yeah, the list is the thing. If you had the right system you could make your own list.

You mean like a debit book?