OK, well I've milked thousands of cows and there was a lot of squeezing.....and pulling. It's like Ole Zig says "I've never seen a cow GIVE milk".
What do you say...?
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OK, well I've milked thousands of cows and there was a lot of squeezing.....and pulling. It's like Ole Zig says "I've never seen a cow GIVE milk".
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- #222
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Ever just go up to a cow and just start sqeezing... been around the farm a bit too. Betsy has other ideas... and if you just squeeze a teat you'll never get milk. You finger a teat (no comments please). A lot a prep goes into getting milk (by hand). No, not a dairy farmer, but been around the other end of the rump roast a few times. 
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I disagree. There are many people out there trying to create interest or need, which is much different than uncovering it. JD has argued with these people, they're usually the clowns doing emotional based presentations.
How is it not emotional if you are talking about death?
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I have a hard time understanding how a customer could fill out a card, talk to an agent on the phone, set an appointment, remember and be there for that appointment, have an agent show up, and when the customer says, "I dont think I need this.", then the agent promptly packs his bags and moves on.
Im not trying to be facetious, I really dont understand. What am I missing here?
I do agree, however, that you cannot make a strictly emotional sale, because customers will cancel quickly. All sales transactions need to be buttoned up based on logic to ensure there is no buyers remorse.
However, in FE sales, we must drum up some internal emotion within the customer so that they begin to formulate a need within. Almost like an internal thermometer that you (as a salesperson) want to see increase during your presentation.
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- #226
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I drink coffee... and its an emotional thing. Now lets talk about dying...
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How in the world did you come to that assumption?
Too bad jd is still hiding under the table, but like he says, "Yes you can get sales by playing on emotions and making it a big deal. But, in my opinion and experience, when the heat of the moment wears off they will not keep the policy."
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In the field time management becomes important. And for new folks, not being able to let go of leads can eventually lead to mental disaster and a new job workin for the man.
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Go read a P&C forum sometime. Somarco is probably the closest to it on here. The best P&C agents spend their time disqualifying prospects. Finding reasons they aren't a good fit and 86'ing them.
Then you get people who want to squeeze every last drop out of a lead and then wonder why they get the cancellations, not takens, and NSFs they do. Not to mention the agent turnover they experience.
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