Breaking the Ice in Insurance Selling
Breaking the Ice in Insurance Selling
There are many ways we can approach a prospect in insurance selling. However just because we have approached them doesn’t mean that we can break down their wall. Why do you suppose people put up walls when talking to a salesmen? Do you want me to tell you the honest answer; do we really need to go into that much detail?
When we approach a prospective client in insurance selling many things are bombarding their mind. Many things are running through their head that don’t sit well. Our over all presence on the phone or in person is hitting a topic many don’t wish to discuss. This makes people uneasy and even more specific asking personal questions to a stranger make us uncomfortable and they know it.
So from the beginning we are going to have a hard time. Although taking a page from “the forgetful salesmen” just might
melt the ice. For those of you that don’t know “the forgetful salesman”; he is the salesman everyone talks about, the one that never gets the script right; always laughing and yakking it up in the back of the office. And though he doesn’t do anything he is suppose to his phone is always ringing and week after week he is still in the office.
You want to know why? Well quite frankly it is that very reason. He is letting his conversation flow naturally, he doesn’t stress anymore about the script or the sales he is merely being himself. This is what people trust what they can relate too. They feel comfortable giving their information to him because he has “no hidden agendas” or “pushy behaviors” he is an open book and the prospects can see it.
Learning to have open ended honest conversation will help you in your cold calling.
Watching the forgetful salesmen listen to his voice, the natural flow, and his witty and quick come-backs. These qualities are the very things that set him apart from the average salesmen. It is honest and building trust with the prospect from the first sentence. The “forgetful salesmen”, has many things to teach for those willing to listen.
So remember next time you are in the office to take a page from his book. Ask him to show you his phone adequate. Ask him what his responses are…though he may “forget” a few…I am sure he would be willing to share. It just might free you as well.
Ari Galper, founder of Unlock The Cold Calling Game makes cold calling painless and simple. Learn his cold calling secrets that even the sales gurus don’t know. Listen to a free cold calling audio seminar, visit http://www.UnlockTheGame.com
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