sales builder 10-6-2014
TRANSCRIPT
PROPRIETARY AND CONFIDENTIAL
SALES BUILDER: CALL RELUCTANCE
3 PROPRIETARY AND CONFIDENTIAL
CALL RELUCTANCE
Plan and prepare opening statements Get in the right state of mind Know why this is important Practice Delivery Plan relevant questions Have Support tools at hand Divert Calls & Minimize interruptions Set clear objectives Don’t put the phone down Master your physiology
10 Steps to Better Cold Calls
4 PROPRIETARY AND CONFIDENTIAL
CALL RELUCTANCE
It’s Monday
They must be busy
It’s almost time for lunch
It’s too close to the end of the day
I don’t want to bother them on a Friday
Everyone has some reluctance
5 PROPRIETARY AND CONFIDENTIAL
CALL RELUCTANCE
Set time each day to make your calls How many calls do you need to make to
achieve your goal?– Most GREAT Producers quote 20% of their
calls – Farmers has a 17% close ratio overall.
– That is 1 in 5 policies, If you need to sell 20 policies a month, you
need to make 500 calls ! That will give you 100 quotes and 20 sales
That is 100 calls per week – 20 a day – that is 1 hour of work!!!
Set a goal for yourself. “I will not leave this office until I close 1 sale”
What to do…
6 PROPRIETARY AND CONFIDENTIAL
CALL RELUCTANCE
Don’t forget you are providing a service Every call is an opportunity for a sale Be knowledgeable about your products –
knowledge is power !!! Most importantly give your client a WOW
experience Clients can feel your smile – enthusiasm is
contagious Know something personal about your client
(baby, college etc) Make it personally about them – I thought of
you when I saw this.…….
Don’t Forget….
7 PROPRIETARY AND CONFIDENTIAL
CALL RELUCTANCE
LAMA Technique
Technique
8 PROPRIETARY AND CONFIDENTIAL
CALL RELUCTANCE
LAMA Technique
L- ListenA- AcknowledgeM- Make a StatementA- Ask a Question
Technique
9 PROPRIETARY AND CONFIDENTIAL
CALL RELUCTANCE
Sales Attempt #1– “OK, I have a 12 month premium…You are
looking at $1,325 with Farmers Insurance and I can start that up with a credit card or electronic check today. How does that sound to you?”
Sales Attempt #2– “All we would need is a first payment of $193…
And we can get you all set up. I mean, you said this sounds pretty good.”
Sales Attempt #3– “We have a great rate for you and we would love
to set you up with Farmers. All we need to set you up is (fill in the blank) and we can take care of you and get you started today.”
Technique