Talkative prospects. How to get back on track

senior-advisor-indiana · 03-28-2007, 12:20 AM

How do you guys stop a prospect from preaching for 2 hours or talking about something else. I have sat in front of people for 45 minutes before just listening to them. I thought if I was nice enough to listen that long they would listen to me and buy. Definetly not the case. What a waste of time.

johnrocks · 03-28-2007, 12:23 AM

When they stop for a breath of air say something like Yeah that's right,oh by the way this med. supp pays your part A and part B

salpro22 · 03-28-2007, 12:25 AM

Originally Posted by senior-advisor-indiana

How do you guys stop a prospect from preaching for 2 hours or talking about something else. I have sat in front of people for 45 minutes before just listening to them. I thought if I was nice enough to listen that long they would listen to me and buy. Definetly not the case. What a waste of time.

I ask them politely for a jack and coke or if they are affluent, a cigar and JW Gold Label, then I help myself to their fridge...

senior-advisor-indiana · 03-28-2007, 12:26 AM

LOL . I figured they would think I was rude for interupting. How the hell did't I get the sale? Don't ask me, I guess they didnt like me Or they just wanted me to come over to preach to me.

Cenla Agent · 03-28-2007, 12:28 AM

Originally Posted by salpro22

I ask them politely for a jack and coke or if they are affluent, a cigar and JW Gold Label, then I help myself to their fridge...

Frank Stastny · 03-28-2007, 01:34 AM

If they want to say something during your presentation listen for about 15 seconds and say, "That is very interesting, let's see I believe I was explaining the hospital benefits", or what ever.

You cannot let the prospect take control of the conversation. Keep your presentation interesting, don't pause too long between comments, and don't ask them questions like, "Doesn't that sound like a great benefit?" As soon as you start doing that you run the risk of losing control.

Once you let them take control it is very difficult to get it back again and the longer you wait the more difficult it is. Know ahead of time what objections they are most likely to come up with and include answers to those in your presentation.

I don't want my prospects to talk after I start my "dog and pony" show. If I sense they are not paying attention I move the piece of paper they are looking at back and forth and circle something on the page.

A little conversation before I start to make them feel at ease and get some information is good. However, I don't let them get very far from the subject though.

It is not rude to "help them stay on track". After all, aren't you there to help them make an intelligent, well informed decision?

Actually, I like Salpro's answer better, sounds like a lot more fun.

al3 · 03-28-2007, 03:21 AM

A little trick I learned many, many years ago from the greatest salesman I ever worked for (H. Ross Perot.) When someone starts a spiel and you can sense it is going to go on and on, simply look at your watch for about two seconds (which is actually a long time... try it... they WILL notice it) and then interrupt and say "John I understand what you are saying. What conclusion are you coming to." They immediately cut right to the end. This never fails me.

Al
www.insurancesolutions123.com

senior-advisor-indiana · 03-28-2007, 01:35 PM

Are you guys saying these things to seniors? I am 27 years old. I think If i say those things I am screwed. O well I guess I'm not getting the sale anyway, so I will try it. I cant wait to follow up and tell you the horror story after I use these.

healthagent · 03-28-2007, 01:42 PM

A lot of it will be them keying off your mannerisms. If you fall for that "warm up" crap they teach new sales recruits where you have to first find areas of interest then you've opening the door.

I'm all about a polite introduction but then getting down to business. I think more people appreciate just discussing the matter at hand.

johnrocks · 03-28-2007, 01:58 PM

I like conversational type selling and most seniors(at least here in the south)do.If you have to listen to an old timer talk about what it was like in the good ol days to make a few hundred dollars,so be it.

Krono · 03-28-2007, 01:59 PM

You are young...tell them you need to wrap this up before you need a med. supp. yourself...

Kidding of course.

johnrocks · 03-28-2007, 02:08 PM

Originally Posted by Krono

You are young...tell them you need to wrap this up before you need a med. supp. yourself...

Kidding of course.

I have found that a sense of humor helps in a lot of cases. A senior has time on his hands so they can spend all of it with you while a business owner has to adhere to the rule of "time is money" so you need to cut through the chase with them.

headcoach · 03-28-2007, 02:45 PM

I agree with John. I deal with business owners and they do not have time to shoot the breeze. I am there to talk about insurance, not to warm them up for a sweet pressntation

healthagent · 03-28-2007, 02:57 PM

When you try to butter up your clients the undertone is "this is nothing you would buy unless I tried to distract you."

Just imagine going to Circut City to buy a new computer: "Wow...that's a really nice watch! Hey...do you fish?"

johnrocks · 03-28-2007, 03:02 PM

But go to an ol timer out in the woods and get right down to biz an see what happens(not all the time)sometimes it's best to say "hey nice watch,do u fish"

*midwestbroker* · 03-28-2007, 04:29 PM

You are young...tell them you need to wrap this up before you need a med. supp. yourself...

LOL!

I do not do the warm up at all. I into myself and start asking about their current insurance situation.

Now, my closing is where it gets long. I have had prospects talk to me about anything and everything. I have had my jacket on, hand on the door knob, and they are still talking away. If I have time I will sit and chat.

To break away, I normally say something like "I have enjoyed talking with you but I do have to run to another appointment. Do you have any other insurance questions I could answer real quick?"