Quite frequently we find ourselves repeating while insurance selling. There is no need to worry we are often conditioned to sell a certain way. From the time you began selling you were told that the script is important and the more natural you can make it sound the more successful you will be…am I getting warm?
Well this traditional sales technique is taught to millions across the world and though the gurus say it is successful our prospects grow bored of the whole scene. They are looking for the “Sales-Advisor” who can show them why they should buy it. Not the “Sales-person” that can follow directions.
However the only way you will know if your prospects are growing bored of you and your script is to know the signs. Here are three quick ways to tell just how bored they really are:
1.They lose interest in what you are saying: As with any conversation the prospect will drift off and hear only half of what you are saying. Sometimes this will happen because they are just busy as well.
2.They will give you short, quick answers: The prospect will seem to rush and answer your questions quickly. As well as give general or vague answers.
3. Sometimes they will simply quite answering questions at all: If you experience the prospect has stopped participating altogether it might be helpful to ask them a question they might have to join in the conversation to answer such as:
“With what we have talked about so far where do you feel we should go from here?”
This will not only get them involved in the conversation again but it will surprise them as well since you haven’t yet tried to push for the sale. It will also force them to think about what you have said so far. Learning to talk to your prospects in a natural and interesting way will help you keep the conversation going.
Also learning to relate to the prospects during the conversation will help you get a positive response. Think of what you would do if you were them if hanging up the phone has ran through your mind you might want to change your approach altogether.
The key is to gather information on cold calls no matter if it is for insurance selling or any other form the importance is to find out if you and the prospect are a fit. This has to happen before any sale is made. Make sure you are opening up to the prospect and giving them enough room to participate in your conversation. Positive conversations will lead to sales in any field.
The conversation shouldn’t be set to any specific script but simple two-way communication between you and the prospect. When you ask them what issues they are currently having ---let them talk about it. Sometimes you will be surprised at what the prospect confides in you. Conversation is the gateway to the truth. It is better to find out they are not interested now then to drag it on to the end of the sales process.
Using a script in your conversation often doesn’t include the prospect as much as it should. Showing them you are sincere and value their opinion in the conversation is important. As well as showing them why they should purchase your product and how it will help them.
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