Three Possible Outcomes to Every Sale!

[Guest]

On every sales call, the outcome has only three possible results. By understanding this, it can open the door to more sales, and by opening the door, you have the opportunity to close the sale.

So what are the possibilities?

1. The client buys insurance from you.

You celebrate, get a commission and spend or invest the money. Hooray!

2 The client buys insurance from someone else.

I've said this before. Just because you hung up the phone and sent out information, and then you were not able to get that client back on the phone, it doesn't mean the client isn't buying, it may just mean they're not buying from you.

3 The client doesn’t buy at all, ever.

Same thing. For whatever reason, the client doesn't buy from you after the first visit or call. They ultimately choose to either remain uninsured or maybe they'll just keep the insurance they originally had. Whatever it is, you’re unable to get back in touch with them and then the client either dismisses or forgets the need they had and the desire to buy and they don't return your call.

So what does this tell us?

I think there's potential for sales. I think the best time to sell is when the desire is at it's peak. And really I can only write that sale up when I have them on the phone.

This is why I try to focus on a one call close because . . .

“If they’re buying at all, it may as well be from me!”

 

[djs]

Actually, the only 3 possible outcomes are yes, no, and maybe.

You're 2 & 3 are effectively the same thing.

You eliminate the possibility that they will buy on the second call. I think 80% of my sales are on the second (or subsequent) call. In this case, they go from a maybe to a yes.

I like yes's and no's. Maybe's mean I have more work to do.

Dan

 

[Guest]

Actually, the only 3 possible outcomes are yes, no, and maybe.

You're 2 & 3 are effectively the same thing.

You eliminate the possibility that they will buy on the second call. I think 80% of my sales are on the second (or subsequent) call. In this case, they go from a maybe to a yes.

I like yes's and no's. Maybe's mean I have more work to do.

Dan

Yes, correct, they do buy on the second call if you get them on the phone. Most every agent I speak with (over 60 in the last three months) say they're lucky if they get 10 to 20% of the call backs, actually back on the phone. Whereby losing the sale.

Would you share your secret in getting them back on the phone? Are you using shared leads and getting that many on call backs? Exclusive? Your own telemarketing? All deciding factors to me.

This post is covering shared leads and I failed to note that.
Thanks!

 

[moonlightandmargaritas]

You eliminate the possibility that they will buy on the second call. I think 80% of my sales are on the second (or subsequent) call. In this case, they go from a maybe to a yes.

There can be lots of variation depending upon the "sales model" in play.

In a high-volume, call-center type operation, you might as well try getting a sale on the first call.

You may only get one shot, so you better make it your best shot.

 

[somarco]

In a high-volume, call-center type operation, you might as well try getting a sale on the first call.

It is my understanding that call centers don't quit after the first call. Or even after someone in the center has made contact.

They keep calling and calling and calling . . . 50x or more . . . until they buy or the time frame (or pitch count) has expired.

Just because you couldn't close on the first contact doesn't mean someone in the cubicle next to you didn't close on a follow up call.

 

[Crabcake Johnny]

More important to discuss is if you cannot get the app submitted on the 1st call to set yourself up to be the agent they'll do business with; ie: blocking out your competition.

I'm a firm believer of "if you do not ask you will not receive."

I get a good feel for people - especially within the first minute or two of the call. When I know it's not going to be a one-shot close it's into more rapport and less talking insurance.

I do not allow myself to get stroked. A lot of prospects will want to use you as their free information kiosk. If you fall for this you can get jerked around for days or even weeks.

Establish:
Interest
Time-frame

Interest: "What is your biggest concern right now?"

Time-frame: "Once you choose a plan, when do you need it to take effect?"

That last question kicks all the time-waster to the curb since the answers go like this:

"Duuuuhh, I dunno. Right now I'm just researching." (insert the voice of the Puma on Bugs Bunny)

Me: "Great - the good news is if you give me a few minutes I can easily walk you through your choices."

"Uhhhh, actually my toast just popped out so I don't have any time. Can you just send me something."

Done - over. Most agents go crazy compiling quotes then proceed to call the knucklehead back for the next week.

 

[moonlightandmargaritas]

A-I-D-A baby. "Have you made your decision for Christ?"

 

[Crabcake Johnny]

I will admit that my "1st call" apps have increased over the past year by doing some reading. Not a lot - but there.

I came to find that it was in MY mind that clients did not want to be signed up on the 1st call - that it was unethical and pushy so I rarely even asked for the app.

This is not the case. What's unethical or pushy is to use "Boiler Room" cheesy techniques to overcome solid objections - coming back at people over and over from different angles.

I have been pleasantly pleased by how many people will sign up on the first call if I simply ask - and they are solid - not flakes - not idiots.

In fact, I've found the opposite to be true. Me "90 IQ" internet leads cannot be closed on the first call where most of the people who simply say "yes" are of above average intelligence and simply "get it."

The keys are rapport and making it simple.

Also remember this:

You can be fantastic, skilled, ethical and establish rapport and not ask for the app. You will be beat by the next agent calling who is fantastic, skilled, ethical, establishes rapport...and asks for the app.

 

[xrac]

I will admit that my "1st call" apps have increased over the past year by doing some reading. Not a lot - but there.

I came to find that it was in MY mind that clients did not want to be signed up on the 1st call - that it was unethical and pushy so I rarely even asked for the app.

This is not the case. What's unethical or pushy is to use "Boiler Room" cheesy techniques to overcome solid objections - coming back at people over and over from different angles.

I have been pleasantly pleased by how many people will sign up on the first call if I simply ask - and they are solid - not flakes - not idiots.

In fact, I've found the opposite to be true. Me "90 IQ" internet leads cannot be closed on the first call where most of the people who simply say "yes" are of above average intelligence and simply "get it."

The keys are rapport and making it simple.

Also remember this:

You can be fantastic, skilled, ethical and establish rapport and not ask for the app. You will be beat by the next agent calling who is fantastic, skilled, ethical, establishes rapport...and asks for the app.

This is a good thread and this is a good post. Why not always ask?

 

[Crabcake Johnny]

Because I don't want everyone to be my client. Some people are headaches waiting to happen.