Rember you are selling an intangible good. You can't see it or touch it. So I sell my abilities to represent the client.
I work for them not the insurance company.
If your starting out and you don't know how to close my real advice to you is to sell price. Don't sell a policy that is not right for the client but find the best deal for them.
"I will find you the best deal on the market & here it is ready to sign up? "
#4 and #5 are by far the least important. If you do a good job on the first three, the last two basically take care of themselves. In fact, if you can take care of #1, you can be successful by doing joint work with an experienced mentor until you learn the rest. It doesn't matter how good you are at the rest of the process unless you can adequately build a pipeline.
The only way to "always be closing" as the previous poster pointed out is to be a strong prospector/marketer.
So those of you above that don't close are so magnificent that the clients roll right over and hand you the lube right?
Give me a break, over 60% of salespeople don't close the sale.
And they don't get the sale either.
You're closing, whether you'd like to admit it or not, you are closing.
You can't tell me that after presenting the solution (which is number 4) you just wait for your client to make the move.
Agent: (dead space goes here)
Client: Wonderful do you take food stamps?
Totally BS!!!
Take pride in the fact that you're a sles professional and don't insult those of us that know how to sell, have been mentored to sell and train others to sell.
Don't imply that it's so easy, that's part of the problem,and agent gets licensed, thinks they can buy leads and sell.
Well they can't! They go from one agency to the next, or even one sales job to the next and fail because they don't know how to sell, the don't know how to ask for the sale (if necessary) and they don't know how to respond to an objection.
------------------------------------ "Without agents, you have no agency!"
If any of you guys interviewed for a job and boasted that you don't close when you sell, and you don't need training and all of the crap you throw around here, you would not get hired!!!
I'll break down where I'm coming from and I don't claim to have all the answers, in fact, I'm still a relative newbie in the business.
You're closing, whether you'd like to admit it or not, you are closing.
You can't tell me that after presenting the solution (which is number 4) you just wait for your client to make the move.
Totally BS!!!
I didn't say I wasn't closing, I just said it's the least important part of the process. My closing line if I have to pick one is, "what do you think?"
Take pride in the fact that you're a sles professional and don't insult those of us that know how to sell, have been mentored to sell and train others to sell.
I take tremendous pride in what I do. I believe selling is an honorable profession when practiced by a professional. There are a lot of amatuers out there that just got done reading a Tom Hopkins book and jumped into selling. In my opinion, that doesn't include worn out Ben Franklin and Zig Ziglar closes. In fact, I absolutely believe in sales training! I enrolled in the Sandler Sales Institute last year and believe it has been a critical component of my growth this past year.
Don't imply that it's so easy, that's part of the problem,and agent gets licensed, thinks they can buy leads and sell.
Well they can't! They go from one agency to the next, or even one sales job to the next and fail because they don't know how to sell, the don't know how to ask for the sale (if necessary) and they don't know how to respond to an objection.
Not trying to imply sales is easy. The over 90% failure rate illustrates differently. We just differ in our opinion on the reason new sales people fail, I don't believe it's because they don't know how to present and close. I believe the main cause of failure is they don't know how to or chose not to prospect/market consistently. Let's face it, it can be hard work when starting out! Most people are lazy.
The other main problem is not knowing how to listen to a prospect and uncover their pain and what they want to accomplish. Most newbies, including myself in the early stages, concentrate on talking product and that will only get you so far.
I wasn't trying to be taken as aggressively as it may have come off. And I apologize if it seems that way, but that 90% failure rate can be avoided and it sucks because this is a great business to be and there's money to go around for everyone.
If you have a proper sales presentation, you would cover all of what you just mentioned. The intro, rapport, needs analysis, solution, value, closing, etc. etc. etc.
But you must apply it.
I totally agree, some are lazy. The people who fail after my training are the ones that don't apply what they learned.
When I ask them "what are you doing?"
They get like a kid with their hand in the cookie jar. Guilty and trying to make excuses.
Well excuses don't work when you're broke do they?
Diligence/work ethic is a must. My dad left for work at 7AM 6 days a week, that's what I witnessed, rarely missed a day, he led by example and sold consistently.
I wasn't trying to be taken as aggressively as it may have come off.
Not a problem. I'm sure we agree more than we disagree.
If you have a proper sales presentation, you would cover all of what you just mentioned. The intro, rapport, needs analysis, solution, value, closing, etc. etc. etc.
Are you familiar with any of David Sandler's work? If not, you might enjoy getting a flavor of his work through "You Can't Teach a Kid to Ride a Bike at a Seminar." It's a horrible title on a great book. If you want to buy it, you may have to get it used on amazon for $50, but you may also find a copy at your local library or call a local trainer.
Sandler's approach to selling is much different than the traditional sales material out there. I have implemented much of the system over the last year and a half and it has become a part of me. I consider it one of the best business decisions I have made. You may also find some value in the book when training your clients. Take it or leave it!
Find some right-brain sales books that teach you how to get clients to "feel" you should be trusted and can advise them. If you are interested, there are a couple of books I think are good.
Not a problem. I'm sure we agree more than we disagree.
Are you familiar with any of David Sandler's work? If not, you might enjoy getting a flavor of his work through "You Can't Teach a Kid to Ride a Bike at a Seminar." It's a horrible title on a great book. If you want to buy it, you may have to get it used on amazon for $50, but you may also find a copy at your local library or call a local trainer.
Sandler's approach to selling is much different than the traditional sales material out there. I have implemented much of the system over the last year and a half and it has become a part of me. I consider it one of the best business decisions I have made. You may also find some value in the book when training your clients. Take it or leave it!
I was going to email you about his stuff, glad you brought it up.
Thanks!
I'm a big fan of implementing a system of selling.
Well, I was thinking about this "closing" thread today on the way back from an appointment.
Yes, I went on an "appointment"! I don't do it too often, but I got referred to a young man (24 years old) who was VERY insistent about meeting belly-to-belly. Since I have a soft spot for young people, I decided to go. $115 a month health insurance premium. About twenty-five miles north of me.
I thought about how sometimes, we THINK too much. How much better it is to keep it simple.
His Grandmom was there to advise. She's moving her business to him gradually. His Mom/her daughter died when he was 5. Fascinating situation. He relayed a story about how he got stuck with $15,000 in expenses back in '03 from a health insurance policy (limited). Been sendin' the hospital a check every month for FIVE YEARS.
I listened. Then I explained to him how with what I was proposing that wouldn't be a problem. He looked to his Grandmom for her opinion.
I presented a solution. At the end, I said, so whaddya think, do you want to sign up?
He thought about it, and said, "yes."
Maybe you just have to remember to ask.
------------------------------------ Don't steal - the government hates competition.
Well, I was thinking about this "closing" thread today on the way back from an appointment.
Yes, I went on an "appointment"! I don't do it too often, but I got referred to a young man (24 years old) who was VERY insistent about meeting belly-to-belly. Since I have a soft spot for young people, I decided to go. $115 a month health insurance premium. About twenty-five miles north of me.
I thought about how sometimes, we THINK too much. How much better it is to keep it simple.
His Grandmom was there to advise. She's moving her business to him gradually. His Mom/her daughter died when he was 5. Fascinating situation. He relayed a story about how he got stuck with $15,000 in expenses back in '03 from a health insurance policy (limited). Been sendin' the hospital a check every month for FIVE YEARS.
I listened. Then I explained to him how with what I was proposing that wouldn't be a problem. He looked to his Grandmom for her opinion.
I presented a solution. At the end, I said, so whaddya think, do you want to sign up?
He thought about it, and said, "yes."
Maybe you just have to remember to ask.
You asked for the sale, you closed, and it worked. Due to a proper presentation.
Beautiful.
And you sold the one thing everyone wants, peace of mind, that's what I sell, not health insurance.
K.I.S.S. What's the absolute worst that can happen, they can say no. Everyone has heard it before, usually about 2500 times before we even turn 2 yrs old. But give them a CHANCE to say yes.
While on the topic, this is one of my favorites. How do you folks handle "I want to think about It". I have seen a number of different approaches. There are times when people really do need to think about things.
To me it breaks down to 2 things. I did not do an accurate job of explaining things, i.e. they still have questions and are too embarassed to ask. Or the price point was nowhere near what they were expecting.
Thoughts, comments, suggestions.
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WHAT THE MIND CAN CONCEIVE AND BELIEVE, IT CAN ACHIEVE
K.I.S.S. What's the absolute worst that can happen, they can say no. Everyone has heard it before, usually about 2500 times before we even turn 2 yrs old. But give them a CHANCE to say yes.
While on the topic, this is one of my favorites. How do you folks handle "I want to think about It". I have seen a number of different approaches. There are times when people really do need to think about things.
To me it breaks down to 2 things. I did not do an accurate job of explaining things, i.e. they still have questions and are too embarassed to ask. Or the price point was nowhere near what they were expecting.
Thoughts, comments, suggestions.
My thoughts are this.
Maybe you gave them too many choices.
Maybe they're unsure if this fulfills their needs
Maybe you didn't take away the pain
Maybe they have reluctance and it's just gorilla smoke
Maybe they perceive a risk
Awesome screen name, so this piece of sales advice is for you.
"Ask and it shall be given to you."
Thanks Robiano it is my other job I am an executive pastor for a local church plant. I am excited to start this new chapter of my life and look forward to learning alot form everyone here.
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Rick
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"Everything we do is just a drop in the bucket. However if we don't do it, it will always be missing." Mother Theresa
Re: Need help "closing deals"
Re: Need help "closing deals"
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