Besides the "Let me think about it" excuse that's heard at times, it seems I also have people, mostly singles who say they need to ask their spouse or significant other about the coverage if they're at work at the time or simply not present. Many older people depend on their kid's opinions as well and are rarely present when you're talking to them. How do you guys attempt to overcome this issue? Usually you're just trying to get the lead on the other end of the line to simply give you the ok to come by so you hate to ask too many questions regarding who exactly is going to be there. I know the ideal is to have a nice clean, well-lit kitchen table ready for the appointment with all responsible parties represented, but the reality many times is sitting on a dimly lit couch or outside on the porch with nowhere to put your supplies, etc. and trying to talk to the customer while they answer 5 different phone calls while your're there, lol!
Different Excuses, Etc.
- Thread starter Speck
- Start date
- 20,159
I don't present one leggers. If they are married, engaged or otherwise spoken for and the significant other is not present then I reschedule.
Every now and then someone will sell a one legger but it's fool's gold.
The talk it over with the kids is a smokescreen. Especially when they don't tell you that until you get to the pricing. Sometimes it's legitimate and when it is, they will tell you up front.
In those cases I schedule when the kid that's responsible is present.
Nor will I present in a situation that you describe. I may sit on a coach or a porch on even do business on the tailgate of a truck. But if they are talking on the phone or watching TV or whatever I will ask them to stop and pay attention. The TV I will just turn off.
If they can't pay attention then I leave. I can't do business without their attention.
Every now and then someone will sell a one legger but it's fool's gold.
The talk it over with the kids is a smokescreen. Especially when they don't tell you that until you get to the pricing. Sometimes it's legitimate and when it is, they will tell you up front.
In those cases I schedule when the kid that's responsible is present.
Nor will I present in a situation that you describe. I may sit on a coach or a porch on even do business on the tailgate of a truck. But if they are talking on the phone or watching TV or whatever I will ask them to stop and pay attention. The TV I will just turn off.
If they can't pay attention then I leave. I can't do business without their attention.
- 3,247
I ask the client, is this for you and your wife/husband? If they say yes, then I reschedule, if they say "it's just for me", then i'm pitching and closing.
When they need to speak with their son! "Great, I would love to meet him too. When I come back with the policy, let's get him here so I can go over everything with him. Now, go ahead and grab your ID so we can get you qualified!"
If they answer the phone, I sit quietly until they are done and then I continue. If they answer the phone again, I sit silently until they are done and then continue.
After doing this a few times, ya get use to the dog jumpin on ya, the grandchildren grabbing at ya, the neighbor coming over interrupting, the husband walking in, etc....
When they need to speak with their son! "Great, I would love to meet him too. When I come back with the policy, let's get him here so I can go over everything with him. Now, go ahead and grab your ID so we can get you qualified!"
If they answer the phone, I sit quietly until they are done and then I continue. If they answer the phone again, I sit silently until they are done and then continue.
After doing this a few times, ya get use to the dog jumpin on ya, the grandchildren grabbing at ya, the neighbor coming over interrupting, the husband walking in, etc....
- 830
IMHO you just leave like the house is on fire. Unless they are willing to call their decision maker on the spot. For example if they say I'll just call them tonight; they will never call; you have to create action IMHO. Maybe call again to follow up if they refuse to call their payor. Etc
Later but it is usually junk ( they are probably incompetent with money and or on about 30 bi polar medications) There are times id definitely come back if they say the decision maker will be home at x time. If they do not get too specific with you they are usually just pulling your chain. IMHO. Specific good. Not specific get out asap.
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Indeed. That goes to the issue of respect. When I started working DM leads, the crusty old gent training us said to keep the "I.R.M." principle in mind as soon as we walked in. Interest (in the product), Respect (for you as a sales rep) and Money (ability to pay). All three need to be present for a sale to be made. He said we would save ourselves a lot of aggravation by not pitching people who have no interest, give no respect, or have no money. Truer words were never spoken. There's enough aggravation to deal with.
p.s.- You are correct, there are exceptions. But like you said, they are fool's gold. Better in the long run to keep the blinders on.
- 2,758
"The husband walking in"? I thought you were in and out in 30 minutes.
Oh wait.......
- 830
They love hearing that a company has been a round for over 100 years. I always leave a nice personal note: TransAmerica is a great company. You are in great hands! Thank you very much for allowing me to solve your final expense needs and providing me with warm hospitality and btw the coffee was exceptional. Please call if you have any questions. Sincerely, Brian.
- 3,247
Yes
1.First I ask for their ID
2.Then I ask for their SS#
3.Then I point to the amount of coverage that is written down on my pricing page and I say, "now when you die, who gets this?"
4.Then I have them sign the signature pages
5.Then right after I take the signature pages from them, I say, "oh, and I need you to go ahead and grab me a voided check"
My objective is to smoothly have the client go from getting me the ID to getting me the voided check. It's kinda like teaching a puppy. First you teach him how to sit, then to shake hands, then to roll over! The next thing ya know, he's jumping through hoops.
The best way to blow a deal is to incorrectly transition and then have them say "well, I still need some time to think about this"
Man, you really take charge in there. Very strong, very assumptive. Any agent seeking one of the true secrets to success, here it is. Outstanding!
