When Clients Go Nuts!

[moonlightandmargaritas]

I understand what you guys are saying.

Not from the comment below...

In my view I could have been a crook and not prepped him for a potential uprate of 65%.

There's only one "view" that matters - his.

 

[Labman]

You are so right M&M. I've been very fortunate in life and not really ripped off by anyone. The need to practice seeing things through others eyes is on my to do list. Thanks for all the advice guys!!

 

[agentexhorter]

Quit blaming the potential clients, take responsibility, and learn the greatest sales skill of all - the ability to see things through their eyes.

"the ability to see things through their eyes"... one of the greatest of all gifts. What prevents most from ever utilizing that great gift is that they are more interested in someone understanding and agreeing with them, than they are wanting to understand the other person.

 

[dgoldenz]

Have you actually walked him through the differences in the two policies/networks/companies, or just told him what you could save the business? As others have pointed out, cheapest doesn't always mean "best value".....show him the value in the new plan and walk him through the process to build a better relationship.

 

[Labman]

I just got off the phone with my client. Practicing what you guys suggested I told him I understood his concerns, we would walk him through the plan(s), provide references, bring in a rep from the carrier. Essentially I told him that we want him to be comfortable in his decision and that he was under no obligation to do anything except what is in his best interest.

Hopefully he will call back in a hour or so to set up an appointment and we will have very happy owner as a client. The psychology of this business is quite interesting.

 

[stuy119]

This is why you must sell on value (real or perceived) rather than on price.

 

[Franz Kafka]

I've only started selling groups since I joined this forum but one thing I've learned for sure in that short time is:

"I can cut your premium by 35%!" Uhh .. I'll call you.

"I think I could probably save you a 10% or so" Really?? Where do I sign?!!

 

[Labman]

As a newbie in the biz this mindset of some people is totally foreign to me. A big problem with this case is that there has been about two months which lapsed since we first went over both products. The owner is pretty busy and I guess he forgot all the particulars. Next time I will not give the results until I have them in the office and we can review the plans together. Another hard lesson learned!