by tusharagg87 » Thu Jul 31, 2008 06:00 am
If you have successfully made your last prospect into your customer, well done. Whenever you will be meeting your next prospect, do not be over confident. And the most important thing is never apply the same strategy to two customers. No two people in this world are same, so you can not tackle two different prospects in the same way. When I say strategy, I mean that how you approach your prospect and how you build up your conversation in the lights of your strong points.
So remember using different strategy every time for better conversion rate.
So remember using different strategy every time for better conversion rate.
Posted: Thu Jul 31, 2008 03:24 pm Post Subject:
yes, different prospects need to be approached differently. anyone interested in learning more about selling to different types of personalities can pick up any basic selling book or attend a lecture on selling, etc. that will give you insight into how to read people and how to pick up on hints that will indicate to you what type of person you are selling to.
Posted: Sat Aug 02, 2008 06:42 am Post Subject:
anyone interested in learning more about selling to different types of personalities can pick up any basic selling book or attend a lecture on selling, etc. that will give you insight into how to read people and how to pick up on hints that will indicate to you what type of person you are selling to.
Sorry tentel...but this is not a good technique....you can only learn from your experiences.....
Posted: Sat Aug 02, 2008 10:39 am Post Subject:
Sorry tentel...but this is not a good technique....you can only learn from your experiences.....
I agree and disagree at the same time with you. Knowledge of body language is very important in the case of selling, and that you can learn from the books. There are also some good texts available in the market that can certainly help you in learning the process of selling.
However, the success of a sales person depends upon his adaptability of the selling tactics.
~Jeremy
Posted: Sat Aug 02, 2008 04:27 pm Post Subject:
i think that a sales person needs some core techniques that stay about the same one presentation to the next. However, he needs to know how to modify those techniques for different audiences. Also, much like a well written play in sports, there needs to be different options depending on how the "defense" responds.
Posted: Mon Aug 04, 2008 07:02 am Post Subject:
Well, you can gain a little knowledge from books. It can teach you only the manners, tactics and basics. Your real guide and teacher will only be your experience....
Posted: Mon Aug 04, 2008 10:41 am Post Subject: Thanks..
Hi all..
When I say strategy, I mean that how you approach your prospect and how you build up your conversation in the lights of your strong points.
I'd personally feel that one good tip from my side would be try & retain the call-control. If you're not getting it initially...have patience...n ask him more open-ended questions as regards his wants owing to that aspect of your product or your service...in order to know his ideas in a better way!
I'm sure the more you do this...the more he'd be obliged to answer you in detail thereby giving you all the opportunity to empathize with him & mix the vital elements of your product/service along with it.
Thanks..Evan
Posted: Fri Jan 16, 2009 03:39 pm Post Subject:
if you think your prospect is slipping from your hands, leave the insurance talk and try to take interest in his interest...try to make them believe you care for him more than your compony or firm you are working for
Posted: Mon Jan 19, 2009 04:06 pm Post Subject:
And the most important thing is never apply the same strategy to two customers.
However, the success of a sales person depends upon his adaptability of the selling tactics.
The ways we approach people are different. We will approach a business owner in a different manner than an individual, but our core philosophy should always be the same - "What products or service can I provide to guarantee the financial concerns of this person will be handled in the way he/she wishes"?
I hate "canned" sales presentations and false attempts to show concern for a person's needs.
If you have ever been called by a client at 5:30 a.m. to come to the funeral home or had a client thank you for taking care of his/her family, then you know what I'm talking about.
A prospect can smell "phony" a mile away and if your sole purpose is to see how many commission dollars you can make on a sale, you might as well stay home.
Posted: Thu Jan 22, 2009 02:45 pm Post Subject:
well, i am not saying that just think about your dollars..you are making him a part of your establishment and your decisions will affect him too..you need to keep your committments...
Until and unless you think your prospect as your friend, you can't succeed..Your commission matters but they are not above than the prospect
Posted: Wed Jan 28, 2009 06:06 am Post Subject:
You could make the mistake of being too friendly, when i started in this business I made this mistake. I am by nature a very friendly guy, but I came to find out that this caused some prospects to lack confidence in me.
I have found that they are more concerned about their agent "having their back" than being friends. The want to know that when push comes to shove you will take care of business if something is not right with their policy or that they are having a problem with getting underwritten or having a claim paid.
Most are not looking for a new friend, they already have those. They are looking for someone to get the job done the right way.
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