Is It Better to Sell EXCITED or Relaxed?

[joe90]

Telemarketing, do you prefer a high energy, high enthusiasm, high confidence, high personality approach or cool, calm, collected, relaxed and matter of fact.

 

[Jbbarea]

I've run large insurance call centers. There is no right answer to that. Some are high energy and it works. Others are cool and methodical and it works. It's up to the agent. But the really great agents ALWAYS tailor to the client.

 

[MedicareAgent]

I prefer to sell naked LOL

 

[joe90]

I've run large insurance call centers. There is no right answer to that. Some are high energy and it works. Others are cool and methodical and it works. It's up to the agent. But the really great agents ALWAYS tailor to the client.

I feel like you can do an intro that looks good, and sounds good in a room, but would be a bit too assertive and "too much" for the people picking up the phone. Basically you dominate their head space and force a fight or flight response. You get their attention, but you also make them feel like they need to follow you or end the call. If you go in more low key, it gives them a false sense of security and still allows you to work them undercover. its a bit like the direct v indirect approach on women thing...

 

[DHK]

I feel like you can do an intro that looks good, and sounds good in a room, but would be a bit too assertive and "too much" for the people picking up the phone. Basically you dominate their head space and force a fight or flight response. You get their attention, but you also make them feel like they need to follow you or end the call. If you go in more low key, it gives them a false sense of security and still allows you to work them undercover. its a bit like the direct v indirect approach on women thing...

You don't believe in what you're doing.

You think you're trying to "trick" people into buying.

Shame on you!

Our job IS to manipulate people FOR THEIR BENEFIT and help them to make an informed decision about the kind of work we do.

If you're trying to "go in for the kill"... your prospects will sense it, and you won't make it... no matter what you do.

 

[Jbbarea]

You don't believe in what you're doing.

You think you're trying to "trick" people into buying.

Shame on you!

Our job IS to manipulate people FOR THEIR BENEFIT and help them to make an informed decision about the kind of work we do.

If you're trying to "go in for the kill"... your prospects will sense it, and you won't make it... no matter what you do.

The best sales training I ever had for Telephone Insurance was State Farm. Although they have issues with a lot of their process and comp, one thing they DO know how to do is sell insurance over the phone. And every thing they teach leads to one point: Consultative Selling. Quick kills, boiler room mentality, the Glengarry Glen Ross syndrome, etc is a thing of the past. You might pull some fast ones in an unsophisticated market, but most of the time if you are actually trying to close on the phone it's an internet lead and those buyers can smell B.S. a mile away.

What they don't get very often is honest questions, direct answers, and a sincere desire to help. If you can project that then you increase your close rate. But in the end your just moving the needle. There is no magic pill.

 

[Championpatriot]

I've run large insurance call centers. There is no right answer to that. Some are high energy and it works. Others are cool and methodical and it works. It's up to the agent. But the really great agents ALWAYS tailor to the client.

........This is it in a nutshell, Adaptability is probably one of the best traits. Each client is different on how they speak, their speed , their tone, I have clients that have cussed me out, not because they are mad at me but they have that feeling an insurance company is greedy etc..I know a lot of you may not condone this but in this one example this client went berserk at me one day and I simply returned the favor..then finished with I know you are not upset with me, I get it, I am the guy to help you cross the bridge..Still a client and has been for 7 years

 

[Jbbarea]

........This is it in a nutshell, Adaptability is probably one of the best traits. Each client is different on how they speak, their speed , their tone, I have clients that have cussed me out, not because they are mad at me but they have that feeling an insurance company is greedy etc..I know a lot of you may not condone this but in this one example this client went berserk at me one day and I simply returned the favor..then finished with I know you are not upset with me, I get it, I am the guy to help you cross the bridge..Still a client and has been for 7 years

That's a good story. Only a few people can pull that off with a client and get away with it. I've had to write up quite a few top selling agents for doing it, but if done right you do get a client for life because you have earned their respect. Definitely not recommended for newer agents!!!

 

[Championpatriot]

Definitely not recommended for newer agents!!![/B]

...Not unless you want to be perpetually known as a "new agent" !!

 

[joe90]

Shame on you!

You live in one of the most deregulated first world market places in the planet.

Global recession for a decade, anyone?!?

You don't believe in what you're doing.

You think you're trying to "trick" people into buying.

Shame on you!

Our job IS to manipulate people FOR THEIR BENEFIT and help them to make an informed decision about the kind of work we do.

If you're trying to "go in for the kill"... your prospects will sense it, and you won't make it... no matter what you do.

Youre being quite judgemental, and i've killed plenty. I do fundamentally agree with what you are saying on some level, but you dont walk around naked, just because you are proud of your body.

I admire your idealism, but manipulating people for their benefit is a funny little phrase. I like it, but ive sold turds before, sold loans to people who could well lose their house, and sold products that will cost people more than if theyd just done it themselves.

Even if you sell insurance, youd need to be flat out delusional to pretend to yourself it will benefit most people. Peace of mind maybe, but most people arent going to need a lot of the insurance they have, and effectively we are handicapping the chance that they do, and then profiting from the chance that they dont.

I doubt youd turn down a sale, just because they dont really need it, or fully advise customers on the nature of the game youre in. You are putting out your best bits, like a regular street girl, with a needle itch.

I enjoy your response, but its naive and judgemental on a level you dont seem to see, and I like it because its usable as a mantra of sorts, not because its some kind of moral absolute. The easiest sale of my day, was the one the mcdonalds burger flipper made to me at lunch time, and if he had said that to me "Our job IS to manipulate people FOR THEIR BENEFIT", I would have laughed in his face.

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The best sales training I ever had for Telephone Insurance was State Farm. Although they have issues with a lot of their process and comp, one thing they DO know how to do is sell insurance over the phone. And every thing they teach leads to one point: Consultative Selling. Quick kills, boiler room mentality, the Glengarry Glen Ross syndrome, etc is a thing of the past. You might pull some fast ones in an unsophisticated market, but most of the time if you are actually trying to close on the phone it's an internet lead and those buyers can smell B.S. a mile away.

What they don't get very often is honest questions, direct answers, and a sincere desire to help. If you can project that then you increase your close rate. But in the end your just moving the needle. There is no magic pill.

That sounds very nice, but real talk, regulations make the sharks swim away. I know first hand when theres blood in the water, they will come back and eat. Theres been numerous examples of this when respectable companies put bonuses before long picture reputation, and go for all out sales generation. They got in trouble for it afterwards, but the bottom line is respectable selling cant compete with sharks in a vacuum. Big picture, its better for the brand to have a sustainable respectable image. Little picture, your polite, consultative (or in the case of my job) non advisory sales, get eaten up. The consumer push back is legit, but Id still put my money on a shark over a shepard, on any given day. The one thing i would say is if someone is trained or used to restrained selling, and then is given free license, they would be fierce, because they already have the discipline, so long as they arent lacking the teeth.