Gaining Control with a Talker

[GAInsuranceGal]

Good morning all.

I'm curious to know what do you do when you are dealing with a talker. You know the one. The one that likes to give you their life story and then makes your appointment run twice as long.

Joe Ciaccio at EFES likes to say, "I would love to keep talking, but I've got other appointments. And if I'm here any longer, you'll have to fix me lunch/dinner and I'm a big boy who likes to eat." I don't think that will work for me because I'm only 5'2" and weigh 130lbs. If I said that, I think they would not mind and try to fix me lunch or dinner.

Please post your suggestions. It will greatly appreciated.

 

[jdeasy]

Good morning all.

I'm curious to know what do you do when you are dealing with a talker. You know the one. The one that likes to give you their life story and then makes your appointment run twice as long.

Joe Ciaccio at EFES likes to say, "I would love to keep talking, but I've got other appointments. And if I'm here any longer, you'll have to fix me lunch/dinner and I'm a big boy who likes to eat." I don't think that will work for me because I'm only 5'2" and weigh 130lbs. If I said that, I think they would not mind and try to fix me lunch or dinner.

Please post your suggestions. It will greatly appreciated.

Ask when was the last time he sold a policy. Personally I love the talkers. I simply steer the talk around to what I'm there for. The ones that won't say anything are the ones I don't like.

 

[axeman462]

Good morning all.

I'm curious to know what do you do when you are dealing with a talker. You know the one. The one that likes to give you their life story and then makes your appointment run twice as long.

Joe Ciaccio at EFES likes to say, "I would love to keep talking, but I've got other appointments. And if I'm here any longer, you'll have to fix me lunch/dinner and I'm a big boy who likes to eat." I don't think that will work for me because I'm only 5'2" and weigh 130lbs. If I said that, I think they would not mind and try to fix me lunch or dinner.

Please post your suggestions. It will greatly appreciated.

I have found that you have to to push back with these kind of people (just be careful not to be rude). They know they are talkers, and usually end up apologizing for taking up so much of your time, and having a little more respect for you.
I usually stray away from mentioning food, because some people actually will start making you lunch/dinner. It literally happened to me once. The guy said "well, it is about my dinner time.." He then got up and threw two burgers on the grill.
I just politely remind them I have other people to see. They understand.

 

[goillini52]

Good morning all.

I'm curious to know what do you do when you are dealing with a talker. You know the one. The one that likes to give you their life story and then makes your appointment run twice as long.

Joe Ciaccio at EFES likes to say, "I would love to keep talking, but I've got other appointments. And if I'm here any longer, you'll have to fix me lunch/dinner and I'm a big boy who likes to eat." I don't think that will work for me because I'm only 5'2" and weigh 130lbs. If I said that, I think they would not mind and try to fix me lunch or dinner.

Please post your suggestions. It will greatly appreciated.

There are people that don't pause long enough to catch their breath. I don't know if there's anything that'll work with those.

I had an appointment with a lady years ago who was like that. After 45 minutes of trying to get a word in while she told me her life story, I finally closed my briefcase...got up, and left without saying a word... she was still talking as I closed the door behind me.

 

[indiana260]

There are people that don't pause long enough to catch their breath. I don't know if there's anything that'll work with those.

I had an appointment with a lady years ago who was like that. After 45 minutes of trying to get a word in while she told me her life story, I finally closed my briefcase...got up, and left without saying a word... she was still talking as I closed the door behind me.

My worst talker talked for two hours. Then got a phone interview with aetna and started in during the interview. They hung up on him. We had to call back bit he got the point

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Ask when was the last time he sold a policy. Personally I love the talkers. I simply steer the talk around to what I'm there for. The ones that won't say anything are the ones I don't like.

This is my method as well. I just keep inserting helpful info about your product. Then when you get your chance pull everything together. You can use parts of their life story to close.

 

[Big Stick]

Reminds me of an appt I had with this real grumpy lady.

Normally, I like to make it a game when I meet grumpy people. My only challenge is to soften em up and get a smile. I seem to have great success with it (at least in my own mind). I'm not moving forward until I get a smile or a story from the client.

With this lady, all my small talk from the door to the living room is getting no response or grumps in return. Takes a little bit to get there as the apartment is full of crap. She shuffled through her piles of stuff to her chair and immediately turned on the TV, loud too I might add, and stared at it. I found that so rude, I determined at that point game is off.

I sat on the couch, and didn't say a word for a minute or too. She stares at the TV the whole time. I finally ask...."Do you mind changing the channel? I'm pretty worn out with the Price is Right." She replied that was her favorite show. I ask if she had anything warm to drink, was cold out there. Any snacks? Lol.

"Well....this is no fun", I respond. I stand and walk to the door. She suddenly looks at me with concern on her face. I thought to myself, here we go, I broke her down at her own game! But then came the words "Where's my Wal-Mart gift card?" The leads my IMO used had that offer on them.

I just said "in my brief bag".
And left.

 

[GAInsuranceGal]

Ask when was the last time he sold a policy. Personally I love the talkers. I simply steer the talk around to what I'm there for. The ones that won't say anything are the ones I don't like.

I like the talkers too, just not the ones where I can't get a word in. I don't mind them talking if it helps me help them.

What do you say JD, to steer them back to the task at hand?

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I have found that you have to to push back with these kind of people (just be careful not to be rude). They know they are talkers, and usually end up apologizing for taking up so much of your time, and having a little more respect for you.

I don't like to come off rude, so how do you push back without being rude? Give me some examples please.

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My worst talker talked for two hours. Then got a phone interview with aetna and started in during the interview. They hung up on him. We had to call back bit he got the point.

One thing I've learned to do is to either A) write the talker with a carrier that does not do phone interviews, or B) explain to the talker that these underwriters are strictly business so no extra conversation. Your getting qualified can depend on it. That usually keeps them focused.

 

[Mavrik]

Short answer:

Reality is you already have the skills for dealing with talkers, you just need to become more aware and practice them more skillfully.

As sales people, we know that folks tend to buy things from us when they like and trust us. Sometimes we let our guard down regarding what we will let someone get away with when trying to help them like and trust us. Talkers overstep other people's boundaries so frequently that it's natural for an unsuspecting sales person to let them take over.

Deeper explanation:

My advice is to learn about and practice setting boundaries with people. It will help you gain immense respect in your personal relationships with family members and will put you on firmer ground with all prospects; not just the talkers. Every interaction we have with others whether it be a spouse, parent, or prospect involves a give and take of power over who will control the direction of the communication and the overall relationship. Don't give your power away by letting the other person diminish your agenda for the meeting.

Sure we are all aware of the physical boundary(our space) where we get uncomfortable if someone invades it. We will automatically send a clear message for the other person to back-off when they have gotten too close. In most instances, the aggressor gets the message and backs off or we turn up the volume of our warning.

The practice of setting and maintaining boundaries when it comes to verbal communication is more subtle and most people compromise their own personal space all the time.

 

[jdeasy]

I like the talkers too, just not the ones where I can't get a word in. I don't mind them talking if it helps me help them.

What do you say JD, to steer them back to the task at hand?

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I don't like to come off rude, so how do you push back without being rude? Give me some examples please.

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One thing I've learned to do is to either A) write the talker with a carrier that does not do phone interviews, or B) explain to the talker that these underwriters are strictly business so no extra conversation. Your getting qualified can depend on it. That usually keeps them focused.

No one can tell you what to say or do in thsoe situations. This is where your skill comes into play. This is your profession. This is what you trained for.

Now it's up to you to put what you do on the table. Travis is the best I know of at getting any conversation back on point but you, nor I, can just say what Travis says and have the same outcome.

What you are asking about is just something that comes from doing.

 

[John Galt]

There are people that don't pause long enough to catch their breath. I don't know if there's anything that'll work with those.

I had an appointment with a lady years ago who was like that. After 45 minutes of trying to get a word in while she told me her life story, I finally closed my briefcase...got up, and left without saying a word... she was still talking as I closed the door behind me.

I did that about 2 weeks ago lol