Gaining Control with a Talker

[somarco]

Learn how to ask questions that coincide with what they are discussing.

Ask, and then take notes. Make comments like "Good, that helps a lot" or "Tell me more" (but be careful with that one) or go to Who, What, Where, How questions.

Talkers will tell you exactly what they want or think they need ............ even if it's just someone to listen. Those are the ones you need to cut short. Better yet, never set the appointment.

I don't do F2F any more but I have no problem saying "It sounds like you are pretty well set up. I don't think I can help you" and then move on.

Too often agents think talkers will be their friend and buy from them because you are polite.

Sometimes they will, sometimes they won't.

You have to decide which ones will be good clients and which ones need to find another agent.

 

[Joe_Arak]

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.

Agreed. Experience is a great teacher. One thing to consider with people who talk and talk, is if they are actually engaged in what you're there for. Are they interested in learning from you? Are they open to considering what you're selling? Or are they just bored or lonely?

If they're not there for the reasons you want, then you shouldn't be there either. I've never lost out by being friendly but firm when it came to disengaging form sales meetings that were clearly not going anywhere.

 

[Newby]

I just say Let me just stop you for a second. You are getting way ahead of me. There are certain specific things I need to ask you and I can't write that fast. OK, I need to know if you have used any form of ...

 

[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.

Have we met? I'm thinking you were with AF and Joe in Nashville 2 years ago. Wrong person?

 

[PA Bill]

I've always had this problem and been jealous of salespeople who can be in and out of a house with a solid deal in an hour. But if you are like me, you enjoy the chatting with the old folks and that's just your style. I had it drummed into me early that the warm up should take as long as it takes because in any in-home sale, you are the product. So long as you're getting the check I wouldn't worry about it. You will get a feel for the time wasters and tire kickers.

If you have a chatty Cathy, but feel she is a buyer, do not be in a hurry. As CSN sang, "love the one you're with." If you do need to get back on track, this fellow Joe's method is excellent. Make up a quip or joke that is all your own. I don't know, maybe you could tell them your office worries about the female agents' safety and checks up on them if their appointments run too long.

One of the best salesman I ever met was a complete hard ass when it came to control. If a husband or wife got up to do something while he was presenting, he would stop cold and wait in silence until they returned. By not chatting with the still present spouse, this put a lot of pressure on the one spouse to get the other back to the table. It's not my style to be so tough with people, but you could ignore their chit chat, sit stone faced until they finish, then immediately resume your pitch. They will get the message that you are there for business and not interested in their b.s. Can you operate this way and still sell? Only you know the answer to that question.

A little off topic but, after the warm up, another good way to maintain control is to tell them right off the bat that you have some important info to give them and to please hold all questions and comments until you are finished your presentation. If they interrupt with a question or comment say, "great question or point, ma'am, I'll get to that when I'm finished." Then keep truckin'!

Top performers gain trust very quickly and are in and out quickly. This allows them to see more people and in turn write more business. Work on being this way, but take baby steps. Because if you do an ineffective, rushed warm-up (failing to gain that trust), you won't sell a damn thing. It's a fine line, but most folks will signal when it's time to get down to business; and after the sale (don't rush your "warm down" either), when it's time to leave. I know. Some don't. Like Led Zeppelin sang, they just "ramble on". I have found these to be lonely types and rarely buy. These are easy to spot because they refuse all attempts to get on topic. They just want an ear to bend. They are agent killers and time wasters, who keep us from the buyers. Don't even feel the need to be nice to them. After all, they literally have their hand in your pocket, which is completely unacceptable.

 

[Meghan28]

Been in this situation many times and I have the perfect responses. I will either talk louder than him or her and if that does not work I put up my hand in a stop position and if those do not work I simply say "zip the lips" in a nice way and with a smile. It's fool proof.

 

[GAInsuranceGal]

Have we met? I'm thinking you were with AF and Joe in Nashville 2 years ago. Wrong person?

No. We haven't met in person. Only the forum. You were the one that steared me to EFES. Thanks so much. I learned a lot there.

You are probably thinking of Diane D. She is also in the Atlanta area.

And I think that was more like 3 years ago.

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Thanks so much everyone. The common theme I'm hearing is to assess if they are interested in what I'm saying or are they are lonely.

Yesterday I went to a man's house that was bashing his wife and kids. I could tell he just wanted to talk and had no interest in buying, so left after about 10 minutes.

 

[John Galt]

No. We haven't met in person. Only the forum. You were the one that steared me to EFES. Thanks so much. I learned a lot there.

You are probably thinking of Diane D. She is also in the Atlanta area.

And I think that was more like 3 years ago.

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Thanks so much everyone. The common theme I'm hearing is to assess if they are interested in what I'm saying or are they are lonely.

Yesterday I went to a man's house that was bashing his wife and kids. I could tell he just wanted to talk and had no interest in buying, so left after about 10 minutes.

It took you 10 whole minutes to figure out to leave???? You need to ride with the Galtster and learn how to identify losers and non buyers in 90 seconds flat

 

[jdeasy]

No. We haven't met in person. Only the forum. You were the one that steared me to EFES. Thanks so much. I learned a lot there.

You are probably thinking of Diane D. She is also in the Atlanta area.

And I think that was more like 3 years ago.

----------

Thanks so much everyone. The common theme I'm hearing is to assess if they are interested in what I'm saying or are they are lonely.

Yesterday I went to a man's house that was bashing his wife and kids. I could tell he just wanted to talk and had no interest in buying, so left after about 10 minutes.

Yeah, I talked to Joe today. he said I was confusing you with Diane. But he did want to let me know that the last time he sold a policy was Nov 11.

he didn't say what year though.

 

[GAInsuranceGal]

It took you 10 whole minutes to figure out to leave???? You need to ride with the Galtster and learn how to identify losers and non buyers in 90 seconds flat

Lol! I knew somebody was going to get me for that.