after the first presentation how to know that whether i can

Posted: Fri Oct 31, 2008 02:26 pm Post Subject:

Are you showing up unannounced? Or are these "set" appointments?

Posted: Mon Nov 03, 2008 10:28 am Post Subject:

What I've experienced during my salesman days that if a client isn't interested in buying the product a seasoned salesman would come to know about it within first few minutes of the appointment. Hence, try to read between their lines. Also, body language pays an important role is guessing the decision making process of the client, try to pick up the signs.

Hope it helps.

~Jeremy

Posted: Mon Nov 03, 2008 12:03 pm Post Subject:

It depends on the response given by your prospects.

How did your prospects respond to you towards the end? What did they say to you?

What can you tell from their facial expression?

Posted: Sun Nov 09, 2008 09:03 am Post Subject:

I usually preceed the appointment with a letter. I generally like to keep them short and sweet but this one goes a bit further.

Here is a copy of a business letter I sent out a couple days ago.
It's pretty self-explanatory.

Hello Steve,
First of all, please allow me to offer belated congratulations on your wedding. You dad told me the ceremony at Edgewood was beautiful and the weather couldn't have been better. I was in Tahoe last May for a golf tournament at Edgewood and afterwards, my wife I met with your mom and dad for dinner. Unfortunately, we encountered one of those late-spring snowstorms that dumped snow on us for nearly 27 holes. I just figured; heck, anyone can play golf at Edgewood in the sunshine, I was going to play it in the snow.

I've been your dad's life insurance agent for many years and you know this because you too have received birthday cards and the occasional newsletter. More recently, the investigative division of my company has begun investigating the Nationwide Life Insurance Company for your mom and dad. I've always kept in touch and have done my very best to always provide the best service possible not only for your parents but all of my clients.

This is important because I'd value the opportunity to add you and your new wife to my family of clients as well. Buying the right life insurance policy is not as easy as one would think. I, of course, would meet with you in order to go over your options and build a plan that fits your newlywed budget.

I've enclosed several options I'd like you to take a look at in your spare time. Next week, I'll give you a call to see if you have any questions and hopefully schedule a time for me to come to Fresno to meet with you and your new wife.

I look forward to seeing you again.

Very sincerely yours,

Mark J Colbert