PROPRIETARY AND CONFIDENTIAL

SALES BUILDER: CALL RELUCTANCE

PROPRIETARY AND CONFIDENTIAL

Cold Calling Video

3 PROPRIETARY AND CONFIDENTIAL

CALL RELUCTANCE

Plan and prepare opening statements Get in the right state of mind Know why this is important Practice Delivery Plan relevant questions Have Support tools at hand Divert Calls & Minimize interruptions Set clear objectives Don’t put the phone down Master your physiology

10 Steps to Better Cold Calls

4 PROPRIETARY AND CONFIDENTIAL

CALL RELUCTANCE

It’s Monday

They must be busy  

It’s almost time for lunch

It’s too close to the end of the day

I don’t want to bother them on a Friday

Everyone has some reluctance

5 PROPRIETARY AND CONFIDENTIAL

CALL RELUCTANCE

Set time each day to make your calls How many calls do you need to make to

achieve your goal?– Most GREAT Producers quote 20% of their

calls – Farmers has a 17% close ratio overall.

– That is 1 in 5 policies, If you need to sell 20 policies a month, you

need to make 500 calls ! That will give you 100 quotes and 20 sales

That is 100 calls per week – 20 a day – that is 1 hour of work!!!

Set a goal for yourself. “I will not leave this office until I close 1 sale”

What to do…

6 PROPRIETARY AND CONFIDENTIAL

CALL RELUCTANCE

  Don’t forget you are providing a service Every call is an opportunity for a sale Be knowledgeable about your products –

knowledge is power !!! Most importantly give your client a WOW

experience Clients can feel your smile – enthusiasm is

contagious Know something personal about your client

(baby, college etc) Make it personally about them – I thought of

you when I saw this.…….

Don’t Forget….

7 PROPRIETARY AND CONFIDENTIAL

CALL RELUCTANCE

LAMA Technique

Technique

8 PROPRIETARY AND CONFIDENTIAL

CALL RELUCTANCE

 LAMA Technique

L- ListenA- AcknowledgeM- Make a StatementA- Ask a Question

Technique

9 PROPRIETARY AND CONFIDENTIAL

CALL RELUCTANCE

Sales Attempt #1– “OK, I have a 12 month premium…You are

looking at $1,325 with Farmers Insurance and I can start that up with a credit card or electronic check today. How does that sound to you?” 

Sales Attempt #2– “All we would need is a first payment of $193…

And we can get you all set up. I mean, you said this sounds pretty good.”

Sales Attempt #3– “We have a great rate for you and we would love

to set you up with Farmers. All we need to set you up is (fill in the blank) and we can take care of you and get you started today.”

Technique