The Most Important Part Of Sales Is...

[0b1kanobee]

I'll add:

1) They have to know why you are calling

2) It better have the promise of 'potential importance' to stop them from doing what they were doing.

3)They need a reason to continue to listen.


I still have much to learn about the initial call so I'll move out the way and let the experts continue.

Good stuff guys!!!!!

 

[YouGotMyMoney]

I'll add that I prefer to burn all bridges behind me...

You either buy or hang up on me....

Curse me out if you wish, but purchase the damn vacation package....

oh wait, we're selling insurance?

 

[Guest]

You know you make a good point, it doesn't matter what you're selling, you need to know what you're doing, you need to know how to sell. If anyone took a high end sales job (six figure technology type of sale) do you think you could just wing it? Heck no, you'd be intensely trained and then tested before you could even speak to a client.

There are even sales teams assembled to close that type of sale. One main rep to speak to the customer, then one to read customers body language throughout, another to repeat the question the client asks, in order to give the main rep more time to formulate an answer. Yes it's that serious.

I have done many other types of sales, I'm not just locked in the box of insurance, and throughout my career, insurance (to me) is where I have seen the least emphasis put on actual sales training, and even on this very forum, when I was a sales trainer (as little as 3 years ago) I was told those that "those that can't do, teach" etc, etc, basically small minded comments that promulgate failure, which is a shame.

If there was no set of sales skills everyone would be average to mediocre, or fail entirely, companies would close, they would not be able to sustain themsleves, there would be no top sales people that set themselves apart.

I'll add that I prefer to burn all bridges behind me...

You either buy or hang up on me....

Curse me out if you wish, but purchase the damn vacation package....

oh wait, we're selling insurance?

 

[sshafran]

Most agents only think they know what the prospect on the other end of the phone is actually hearing when the agent makes a statement. Many times the prospect is hearing something totally different.

...

When the prospect first picks up the phone they are not paying attention nor are they ready to start “listening”. When the phone rings they are probably doing something else and only picked it up because it rang. To get their attention the agent must speak slowly and clearly to give them time to start “paying attention”. If the agent just rattles off his name and the reason for the call the prospect probably didn’t “hear” a word the agent said. All they probably heard is “bla, bla, bla, bla”.

1. Speak slowly enough to be understood, especially in the first few seconds. Many agents speak way too fast when they begin the call.

May I say...this alone is worth the read, for me at least. Thanks, Frank. I'm slowing down...

 

[Guest]

This I can relate to, being from New York one of the first things I learned was to slow down, I also get pumped when doing sales training and sometimes think I go too fast, super beneficial to be aware of.

May I say...this alone is worth the read, for me at least. Thanks, Frank. I'm slowing down...

 

[YouGotMyMoney]

sales success is just dumb luck Rob. lol

There def is not any kind of basic formula that 100% of all successful sales people follow....if there was I'm sure there would of been studies about it!

hehe

 

[Guest]

LOL

You want to know what it takes to sell insurance? It takes BRASS BALLS to sell insurance!!

sales success is just dumb luck Rob. lol

There def is not any kind of basic formula that 100% of all successful sales people follow....if there was I'm sure there would of been studies about it!

hehe

 

[Insurance-Guy]

SERVICE!!!! Is the most important part of sales without question!!

While I like that Frank took a page out of the Liano book with a "self promotional" post like this, I'll add some additional insight

Anyone can read a script, ask questions, speak slowly and clearly with volume, and while that's all good, albeit obvious info, number one, if you mumble, can't articulate words etc maybe phone sales isn't for you. Secondly, the skill set starts when the client hesitates, as in the "I'm not interested, need to speak to spouse, think it over" etc. There are so many other factors in the design of what you do on a call that are critical to your success.

First let's look at this:

2. In the first few seconds don’t ask questions you don’t know the answer to. Saying “how you doing” is the wrong question to ask and should never be stated. Both you and they know you don’t care.

What if you actually care about people? Don't people appreciate you asking how they are? I know I do? If you're sincere, this is always a good thing to do.

6. Are you maintaining control of the call (this also speaks to the “timing”) or are you allowing the prospect to take control? If you permit the prospect to say something like “I’m not interested” you have lost control. Once you lose control it is very difficult to regain it.

If you do lose control of the sale, you can regain it simply by asking a question, and then another, and continue forward, that's how you control the call to begin with and lead the client to the desired outcome.

Now let's look at the two #7's LOL

7. Choose the words you use very carefully. Some words “throw up a red flag” where as others will elicit the response you are looking for. “What” is a red flag word. Example: “What are you paying each month?” The prospect is going to immediately ask them self “Why is he asking that? That is confidential information”. A better way to ask that question is, “May I ask how much you are paying...” When you say “May I ask” you are really asking permission to ask them.

If you developed trust and rapport, when you ask this type of question,you'll get the answer, period, if you do what #7 (part 2) says you might have a problem because . . .

7. Design your phone presentation to get the information you need within the first sixty seconds of the call so you can decide if you want to continue the call. That decision should be yours, not the prospects.

This is a common and tremendous mistake I see in most sales realms. The salesperson immediately tries to see if there's a sale, rather than working to gain a client. I can't tell you how many sales are written where other agents have dismissed the consumer because they are taught to blow through people as if they were number. It reminds me of the terrible car close "If I have what you want will you take it today?" This and questions like this are solely in the interest of the agent, not the consumer, which will put the consumer off, they can tell you are trying to fish for a sale.

EDIT: the more I read #7 (the 2nd one) the more it's wrong, the client has to decide to do business with you, they pay you, it's not the other way around, this one is just bad advice.

9. There is a learning curve to using the phone properly. It is so much more than simply having someone’s “script”. The word “script” has a lot of negative connotations. It implies that it is something an agent will print, attempt to put “in their own words” and read. It will sound like a sales script/sales pitch instead of sounding like you are calling them to offer your help.

A script is a presentation, an outline, a guideline whatever you want to call it, you cannot wing it or go unscripted, you will fail. You CANNOT sound like you're reading it, that makes the difference which should be added. I can play recordings of agents reading a script and you'd never know it, now if you heard them the first time they read it though, you may put a bullet in your head LOL but that's why it takes practice!!!

And we should add the following:

• Learn the products
• Always wait for the client to stop talking until you speak again.
• Take notes about what their needs are.
• Listen to what they say and if it even says anything, meaning when it's a vague statement, like "I need to think about it" which doesn't tell you a thing, then ask more questions to move you towards the sale.
• Ask for the sale, close like Mark said, don't think most people will offer up their wallet to you no matter what you hear on the forum.

Rob this is spot on! I love talking to people on the phone after a few minutes I know what they are paying! And I ask 100% of the time what are you paying or do you know what you are paying? Some of the ladies that work for me don't like to ask but I tell them to ask every single person. Very seldom do I get anyone that says what do you need to know that for and if I do I just tell them to do an accurate and honest review of their current policy I would like to know what they are paying because if I can't save them enough Money or give them better coverages I will recommend the keep their current policy. I consider myself a master on the phone with people I will tell you the mistake most "sales" people make...they don't "listen" to what the client is saying. I would say that 98% of people tell me what they are paying! It truly is an art!

 

[VaDwayne]

SERVICE!!!! Is the most important part of sales without question!!

While I like that Frank took a page out of the Liano book with a "self promotional" post like this, I'll add some additional insight

Anyone can read a script, ask questions, speak slowly and clearly with volume, and while that's all good, albeit obvious info, number one, if you mumble, can't articulate words etc maybe phone sales isn't for you. Secondly, the skill set starts when the client hesitates, as in the "I'm not interested, need to speak to spouse, think it over" etc. There are so many other factors in the design of what you do on a call that are critical to your success.

First let's look at this:

2. In the first few seconds don’t ask questions you don’t know the answer to. Saying “how you doing” is the wrong question to ask and should never be stated. Both you and they know you don’t care.

What if you actually care about people? Don't people appreciate you asking how they are? I know I do? If you're sincere, this is always a good thing to do.

6. Are you maintaining control of the call (this also speaks to the “timing”) or are you allowing the prospect to take control? If you permit the prospect to say something like “I’m not interested” you have lost control. Once you lose control it is very difficult to regain it.

If you do lose control of the sale, you can regain it simply by asking a question, and then another, and continue forward, that's how you control the call to begin with and lead the client to the desired outcome.

Now let's look at the two #7's LOL

7. Choose the words you use very carefully. Some words “throw up a red flag” where as others will elicit the response you are looking for. “What” is a red flag word. Example: “What are you paying each month?” The prospect is going to immediately ask them self “Why is he asking that? That is confidential information”. A better way to ask that question is, “May I ask how much you are paying...” When you say “May I ask” you are really asking permission to ask them.

If you developed trust and rapport, when you ask this type of question,you'll get the answer, period, if you do what #7 (part 2) says you might have a problem because . . .

7. Design your phone presentation to get the information you need within the first sixty seconds of the call so you can decide if you want to continue the call. That decision should be yours, not the prospects.

This is a common and tremendous mistake I see in most sales realms. The salesperson immediately tries to see if there's a sale, rather than working to gain a client. I can't tell you how many sales are written where other agents have dismissed the consumer because they are taught to blow through people as if they were number. It reminds me of the terrible car close "If I have what you want will you take it today?" This and questions like this are solely in the interest of the agent, not the consumer, which will put the consumer off, they can tell you are trying to fish for a sale.

EDIT: the more I read #7 (the 2nd one) the more it's wrong, the client has to decide to do business with you, they pay you, it's not the other way around, this one is just bad advice.

9. There is a learning curve to using the phone properly. It is so much more than simply having someone’s “script”. The word “script” has a lot of negative connotations. It implies that it is something an agent will print, attempt to put “in their own words” and read. It will sound like a sales script/sales pitch instead of sounding like you are calling them to offer your help.

A script is a presentation, an outline, a guideline whatever you want to call it, you cannot wing it or go unscripted, you will fail. You CANNOT sound like you're reading it, that makes the difference which should be added. I can play recordings of agents reading a script and you'd never know it, now if you heard them the first time they read it though, you may put a bullet in your head LOL but that's why it takes practice!!!

And we should add the following:

• Learn the products
• Always wait for the client to stop talking until you speak again.
• Take notes about what their needs are.
• Listen to what they say and if it even says anything, meaning when it's a vague statement, like "I need to think about it" which doesn't tell you a thing, then ask more questions to move you towards the sale.
• Ask for the sale, close like Mark said, don't think most people will offer up their wallet to you no matter what you hear on the forum.

How dare you say it's self-promotion? Don't you realize of whom you shall be speaking? You have called the wrath of the insurance-forum.net gods down upon you!!!!

 

[usakr]

Right on the money.

You know you make a good point, it doesn't matter what you're selling, you need to know what you're doing, you need to know how to sell. If anyone took a high end sales job (six figure technology type of sale) do you think you could just wing it? Heck no, you'd be intensely trained and then tested before you could even speak to a client.

There are even sales teams assembled to close that type of sale. One main rep to speak to the customer, then one to read customers body language throughout, another to repeat the question the client asks, in order to give the main rep more time to formulate an answer. Yes it's that serious.

I have done many other types of sales, I'm not just locked in the box of insurance, and throughout my career, insurance (to me) is where I have seen the least emphasis put on actual sales training, and even on this very forum, when I was a sales trainer (as little as 3 years ago) I was told those that "those that can't do, teach" etc, etc, basically small minded comments that promulgate failure, which is a shame.

If there was no set of sales skills everyone would be average to mediocre, or fail entirely, companies would close, they would not be able to sustain themsleves, there would be no top sales people that set themselves apart.