Re: writing 15 policies a week??
Here let me help you old timer!! His system is High Probablitly Selling. Works if you have the pipeline.
Sales Training & Selling Techniques of High Probability® Selling
Never heard of him but if you say he is a good guy, then great.
Systems and pitches have never worked for me. I never say the same thing twice. Never do the same thing on the phone or (when I did belly to belly sales) do the same thing on an appointment.
I don't have a script.
My objective is to get the prospect to open up and establish a dialogue. From there I ask questions. The questions provide clues as to what the prospect expects to gain from a transaction.
If I sense the interview is stalling I will shift gears and ask what kind of work they do, or how long they have lived in Atlanta. Anything to engage them and get back on task.
The more the prospect is allowed to talk, and talk about themselves the better chance I have of turning them into a client.
What I do cannot be taught because my approach is part what I have observed others do over the years and a big part me. Rigid systems and scripts throw my game off. When I have tried doing it "their way" I miss the mark. I am too concerned about what I am supposed to do next that I fail to focus on my prospect.
I have a natural curiousity, a keen eye and a very good listener. I don't miss much whether it is face to face or over the phone. The little things I pick up on and come back to is why my clients can relate to me. They sense a genuine interest in them and a desire to help.
One of my best friends and an agent as well refers to me as a mensch.
I think that is a positive but I never know with him.
If systems, templates and scripts work for you then that is what you need to do.
Here let me help you old timer!! His system is High Probablitly Selling. Works if you have the pipeline.
Sales Training & Selling Techniques of High Probability® Selling
