Three Possible Outcomes to Every Sale!

One thing I find is critical is engaging the customer by asking questions, we've heard that many times but it's true.

One of my favorite quotes is "People don't care how much you know until they know how much you care!"

So if you ask and show concern, they'll trust you and become a customer.

Better to be engaged than divorced!
 
moonlightandmargaritas said:
Doubtful...wasn't he the main architect of the "Massachusetts Health Connector"?

Can't hurt to ask if he pays you a visit though...
Click to expand...

In keeping with the thread (believe it or not), I'll repeat this story.

There was a big story back in the day about Henry Ford buying a humongous life insurance policy and and his friend, who sold Life questioned why Ford didn't buy it from him.

Ford said, "you didn't ask"
 
Thanks for all the responses! In person, I am usually able to get the client to build and maintain the "trust", as I really do care about my clients. In person, that seems to just come across naturally. On the phone I guess that just does not come across. As far as objections, I guess I have not really pushed the "lets apply" enough. In person, I can read the people's body language, etc, and know exactly what to ask for/say to them to kill the "let me think about it" objection. What I am getting via online appointments is the "this looks good, can you send me the quotes that I am seeing on my screen, and I will look them over with my spouse/later/next week", etc.

The reason for me not going on all appointments in person is the volume of the leads I am getting. I can write 500K AV a year in health running around 3-5 appts a day. I put my new plan together to have many more leads (and I do) and was hoping to run 4-5 online appts a day, thus closing more sales. I have a lot of money tied up into the dialer, a great telemarketer, small office, etc., and will need the volume to run in the black. I was hoping to work from 9-5 online, not 8-8 runing around SC in my car.

I hate to think I was looking for the magic shortcut by trying to focus on online sales. I am putting in the hours, belive me, just trying to find a way to close better online. As I get ready to start calling in a few mins, I must have 50 leads sitting in front of me, which 20 should be a close. Maybe I will run them in person and try the online sales a bit slower. Anyone have a prius I can borrow:)?

Thanks again for all your advice, this board has been a life-saver! chp
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I have done both face to face and face to phone and with phone sales, you really need to listen, this way you'll hear the tone of their voice, if they are hesitating or really have a valid argument.

Try asking this, politely.

"What's making you hesitate?"

I usually ask this question (above) after I've confirmed their needs and they usually tell me what the problem is, this way I can address it with them on the phone and hopefully alleviate the situation. This is very important because I can't sell if they're not on the phone. And if I let them go and they talk to their spouse, I'm leaving a sale up to someone who doesn't know insurance like I do and doesn't know how to sell.

Also, I add something like this:

Well, you are saving X amount per month by taking this policy, do you really want to wait? This way maybe I can figure out what I did wrong in the presentation and correct it in the future.
 
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