Response to "I Need to Think About It"

[Bruklynstu]

Wow, if you think a newbie can't learn anything from Hopkins...which has been repackaged over the years by the new gurus then your just an old dog who can't learn new tricks. There is an art to selling and a learned skill set just like any other career.
No need to be a fast talking slammer but a pro with skills.

 

[briko3]

AND make sure that before you change your presentation that you've actually done it enough to get some real feedback.

 

[moonlightandmargaritas]

...which has been repackaged over the years by the new gurus then your just an old dog who can't learn new tricks.

OK, lemme see if I've got this straight...

My contention is that that stuff may have been effective 25 years ago, but the landscape has changed. It's 2010!

But I'm an "old dog who can't learn new tricks"?

Yup, OK. Perfectly logical. You make a very compelling point.

 

[Bruklynstu]

What is the big deal where you get info from?? Let me restate the point...Sales is a learned skill which can come from all kinds of resources. No need to knock other peoples sources. Valid twenty years ago and valid today. Just like the book from Frank Bettger ..Failure To Success In Selling...
All the old stuff is repackaged but it all comes from the same people.

 

[somarco]

It really doesn't matter whose "book" you use, but if you are going to make the sale it still comes down to getting inside your prospects head, finding out what is causing them pain, and offering a solution that fits their needs and budget.

If you are having to use tricks and "power phrases" to close the sale, you never connected with your prospect, never discovered the need, never offered a workable solution.

 

[Rivers1]

If you are getting this kind of reaction, chances are you have not done your job on the front end. The problem lies in one of the following areas.

You have not established rapport or confidence.

You have not asked the right questions and listened to their response.

You have not offered a workable solution for their problem.

Perfect, and I'll add one more...

You might have confused the client.

 

[Josh]

I don't think we should criticize the OP. He is probably new at this. I'm sure that when you started out, you had similar questions.

Best of luck OP. Be persistent and courteous, and you will keep making deals.

I think we should criticize them because they need to either find someone that can help them (ideally a local GA) or find a new job. This person needs WAY more help then simply posting a few questions will ever get them.

 

[Rivers1]

I think we should criticize them because they need to either find someone that can help them (ideally a local GA) or find a new job. This person needs WAY more help then simply posting a few questions will ever get them.

That's quite a response.

 

[Josh]

That's quite a response.

Is there more of that thought?

 

[Frank Stastny]

It really doesn't matter whose "book" you use, but if you are going to make the sale it still comes down to getting inside your prospects head, finding out what is causing them pain, and offering a solution that fits their needs and budget.

If you are having to use tricks and "power phrases" to close the sale, you never connected with your prospect, never discovered the need, never offered a workable solution.

Spot on!

If they are saying that they "have to think about it" most likely the agent has tried to "sell them" the policy as opposed to listening to what they are saying and providing them will factual information presented logically so they understand it.

I don't "sell" insurance.