david
Money Game
Posted 12:37 AM on 05/23/08 -
Reply to this post
Jeff, here in Asia, in some countries, we can use all the types of skills/ approaches but ultimately, if we play the money game right, we then get the deal. The money game is simply, how much will the client be getting as his commission for the deal. The product is secondary to the commission. In other countries, it will be the product itself that is important and how we are able to use our sales skills to convince the customer that he/she is buying the right stuff. You will be surprised that even for companies wanting to take loans, the bankers are also involved in the same game.
Its kind of a game for us here. knowing how to play the money game is just as essential as knowing your sales skills to close the deal.
just sharing my side of the story!!
Bob
Insurance Sales
Posted 5:01 PM on 05/22/08 -
Reply to this post
For the past three years I have had stellar sales exceeding goals and in fact, last year had the best year I have ever had. This year, to date, has been horrible. Opportunities for engagements have not gone my way and I am finding that my energy level is high, there is a "fatigue" setting in. Any suggestions for shaking off the fatigue...
Daniel
insurance sales
Posted 11:50 PM on 05/25/08 -
Reply to this postTry to read the following: The Diamond Cutter: The Buddha on Managing Your Business and Your Life, Three Leaves, 2000. ISBN 0-3854-9791-1
tjevans
Leave Your Card
Posted 9:07 PM on 05/21/08 -
Reply to this post
I do a lot of in-person cold calls on businesses. Anyone have a response to the gatekeeper telling you to leave your card and he/she will give it to the person you asked for?
Shad M
Ideas for "card leaving"
Posted 11:23 AM on 05/27/08 -
Reply to this postIt is well documented on this board that I think B2B cold calling sucks and is a waste of time. If you have a name of someone I am not sure why you would walk in and ask to speak with someone? You are intruding on their day and even if you get them to come out and see you, then what? What if someone came to your office un-announced and asked for you, then you came out and they tried to sell you a magazine subscrition to a magazine you never heard of, get the point?
Be different, try something fun. Here's a Gitomer idea from his book. Give the gatekeeper a lead for your prospect each day for a week. On Friday come in and ask for the person you want to see, when they ask your name say "tell him it's the lead guy". It works and is fun! Good Luck!
JGM
Leave Your Card, & VALUES
Posted 3:17 PM on 06/08/08 -
Reply to this postI sell advertising for a very unique specialty weekly newsletter. I leave my card, the newsletter and a VALUES statement which I created. I let the gatekeeper know that these are the values of advertising in this publication. These bullet points is what they get out of it with a very small investment.
I do not leave an "investment" sheet.(Investment is a bit softer than rate or price sheet) I ask for the decision makers card. After a few days a I follow up either in person or by phone to get their "reaction" to what I left. If there is an interst and they ask about rates, I tell the prospect it would be best to set up a short 15 - 20 minute meeting to review the various rates and answer any questions. The best close I use of course comes from Jeffrey, "So Mr. Prospect, do you see any reason not to proceed?" If he says "no" that's a yes and the deal is done.
Anderson360
Insurance Sales
Posted 2:08 PM on 05/15/08 -
Reply to this post
I'm fairly new to sales. I just started working for an agent of a national insurance company. We obtain a good amount of our sales from internet leads that get e-mailed to us. Most of them are from folks interested in some line of home or auto insurance. Recently I've been put in charge of ALL the incoming internet leads. I want to know some ways I can make myself stand out from all the other "joes" calling the prospective clients, just shooting figures at them. I know they're doing that, because initially people give off the impression they are only interested in "price", but I know theres more to it than that.
CEO-COE
Internet Leads
Posted 6:10 PM on 05/17/08 -
Reply to this post When replying back to the internet leads, immediately engage them with a question that your competition is not asking. When they ask you for a quote, tell them that you would be happy to furnish them with one, and you would like to know when is a good time to meet? Get them face to face. You are not in the game if you don't.
Anderson360
Internet Leads
Posted 10:22 AM on 05/19/08 -
Reply to this postI completely agree with you on that. The only problem I forsee is how willing are people going to be, to take time out of their day and meet with me? I would love to do that, but people seem to give the impression of "cut the crap, just tell me what your numbers are." I know not everyone is like that. I'm just want to find a good way to let those folks know it's not just numbers they should be concerned with, but value.
CEO-COE
Appt.
Posted 8:09 PM on 05/23/08 -
Reply to this postHave you designed questions to ask them specifically regarding price. Ask them if they want cheap or inexpensive? Then tell them that you don't think they need the most expensive product, but certainly not the cheapest. Then ask for the appointment to evaluate there needs. If they still will not meet you get rid of them. They are spinning your wheels. I always tell them that if they are not willing to meet me then they don't need insurance. By not meeting with their professional they are taking on more liability.
JF
RE: Insurance Sales
Posted 3:19 PM on 05/27/08 -
Reply to this postYou might want to engage them on a different level before asking them to meet with you. I know that when insurance sales reps call me and ask to set-up a meeting right away, I get defensive. Why not try to find out who they are, what they do for a living, any kids, pets, hobbies etc...When I call up a prospect, I google them and try to find out as much as possible about them so that I can establish a bond when I talk to them. In most of my sales calls, I spend about 75-85% of the time talking about something other then me, my product or my company. Then it is much easier to ask for a meeting. Is that something you think would work in your environment?
Anderson360
Insurance Sales...THANKS!
Posted 6:32 PM on 05/28/08 -
Reply to this postYeah I definately think it would. Thank you very much for all your help. These are really some GREAT suggestions...it's not rocket science, but good tips on how I can stand out from the crowd.
SalesMaverick.com
Sales Training
Posted 2:19 AM on 05/14/08 -
Reply to this post
Great site Jeffrey! SalesMaverick.com is adding your site as a recommended website for sales mavericks!
Looks Good and you have some of the best sales training in the world!
TLee
Instant Messengers- (IM's)
Posted 3:50 PM on 05/08/08 -
Reply to this post
I have heard many different opinions on the topic of instant messengers in relation to contacting and communicating with prospects and clients. Is it a good method of contact, or a poor use of time? That is the question. The old fashion way of contacting and communicating with someone was to pick up the phone and dial. Nowadays, so many people communicate through email and other online forms, i.e. instant messenger, that it may be the direction business communication is moving. I would like to hear what the great minds of the Gitomer Sales forum believe. Not only believe, but what they have actually experienced and can justify.
