Overcoming Cold Calling Reluctance
- Thread starter Tampa Bay Rep
- Start date
- 264
Maybe we should work together! I'm great at opening and getting someone to let me quote them, its closing the sale I'm still learning about and having trouble with!
What are you quoting? Health, Life, FE, Di?
When I first started in the business I was scared sh%tless.
I was with a company that provided no leads, no nothing. My manager sat in his car and told me "thats a good one, go get em"
Knowing no better I blundered my way in and somehow managed to get them talking....
Anyway, my point is this: In those days I sat in many hotel rooms thinking what the hell am I doing? Why am I putting myself through this? I am too young, too inexperienced, don't talk American, NO ONE is EVER going to buy from me.
I learnt this simple phrase that has stood the test of time and still inspires me to action today:
"If I don't ask, my kids don't eat"
Simple, powerful and effective. Its now second nature to do things that others won't.
Sorry for rambling.
I was with a company that provided no leads, no nothing. My manager sat in his car and told me "thats a good one, go get em"
Knowing no better I blundered my way in and somehow managed to get them talking....
Anyway, my point is this: In those days I sat in many hotel rooms thinking what the hell am I doing? Why am I putting myself through this? I am too young, too inexperienced, don't talk American, NO ONE is EVER going to buy from me.
I learnt this simple phrase that has stood the test of time and still inspires me to action today:
"If I don't ask, my kids don't eat"
Simple, powerful and effective. Its now second nature to do things that others won't.
Sorry for rambling.
Appeared on point to me.. not rambling at all.
Nick Murray say to "build up" over time.
Can you dial the phone 10 times today? Then do it, dial the phone 10 times and you will have achieved your goal. You've done the only thing you can control so don't worry if your prospect isn't there or you can't get through the gatekeeper. You've done your job and you have a right to celebrate.
Next week, increase that number. Maybe you increase by 10%. Or increase by five or ten. BUT YOU DO IT.
"Successful people do what unsuccessful people are unwilling to do.... even though they don't want to do those things either."
Can you dial the phone 10 times today? Then do it, dial the phone 10 times and you will have achieved your goal. You've done the only thing you can control so don't worry if your prospect isn't there or you can't get through the gatekeeper. You've done your job and you have a right to celebrate.
Next week, increase that number. Maybe you increase by 10%. Or increase by five or ten. BUT YOU DO IT.
"Successful people do what unsuccessful people are unwilling to do.... even though they don't want to do those things either."
- 1,271
Keep on rambling. Great stuff ..
- 264
Business liability, garagekeepers, commercial auto, worker's compensation
Well since your on the P&C side, develop X dates, and ask to follow up to beat their quotes. I would focus more on saving them money. Getting a commitment before you review the policy is a big motivator to follow through because psychologically people don't want to mismatch their idea of themselves.
Ask them, "if I am able to show you how you can save money for the same coverage, would you be open to taking an application when we sit down"...no one wants to consider themselves close minded.
Taking the application should be a simple extension of the meeting, if your saving them money.
Here's some articles to help you out
- - - - - - - - - - - - - - - - - -
How to Sell to Customers Who Think They Are Invulnerable | Neuromarketing
The key to selling these "invulnerable" customers is to point out the risks not to them, but to others. Those others could be family members, for example, or others they endanger (like the patients in the hospital study). Or employees for people who don't have insurance, or enough insurance.
How Loss Can Be a Winning Strategy | Neuromarketing | Neuromarketing
The Neuromarketing takeaway here is that expressing the outcome of NOT buying your product or service as a loss will convert more potential customers into buyers. If your product can save a customer $100, don't express that in terms of saving:
Also you could piggyback this principle with the above...good luck!
Ask them, "if I am able to show you how you can save money for the same coverage, would you be open to taking an application when we sit down"...no one wants to consider themselves close minded.
Taking the application should be a simple extension of the meeting, if your saving them money.
Here's some articles to help you out
- - - - - - - - - - - - - - - - - -
How to Sell to Customers Who Think They Are Invulnerable | Neuromarketing
The key to selling these "invulnerable" customers is to point out the risks not to them, but to others. Those others could be family members, for example, or others they endanger (like the patients in the hospital study). Or employees for people who don't have insurance, or enough insurance.
How Loss Can Be a Winning Strategy | Neuromarketing | Neuromarketing
The Neuromarketing takeaway here is that expressing the outcome of NOT buying your product or service as a loss will convert more potential customers into buyers. If your product can save a customer $100, don't express that in terms of saving:
Also you could piggyback this principle with the above...good luck!
TexasSteve
New Member
- 9
It just goes to show, cold calls are hard! It takes guts to pick up the phone, or knock on a door, and have no knowledge of the person on the other end, and how they'll respond.
I find it helps to work with somebody, turn it into a competition, and help sharpen each other's approach.
I find it helps to work with somebody, turn it into a competition, and help sharpen each other's approach.
Similar threads
