July 28, 2009
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When the Science is Available Why Use Anything Else?
Matt Nettleton
A few years ago I got a call from a prospect of mine who was ready for training. She was angry and she had a story. She sold personal lines of insurance (auto, home, life) and she had the worst possible experience any salesperson could have. She spent three hours sitting with a couple and going through their insurance coverage. She talked to them about what coverages they had and what their goals and dreams were. Based on those two items she defined what coverages they needed. She had spent valuable time over two evenings away from her family and she had provided a great education to her prospects.
And then she got the bad news. She saw them out at church about two weeks later and they were so thankful and excited that they rushed up to her and could barely stop talking about how much she had helped them and what value she had provided. “Our insurance agent said it was some of the best work he had ever seen,” they said, and oh by the way, they had done everything she suggested – changed deductibles, added disability, purchased more term life and added some whole life. But they did it with the agent they were already using. She had gotten them to think differently but she learned a lesson. What they think does not matter if they do not take the right action.
She was mad and she decided that she was going to do something different. She did not know what was going to change but she was ready to make that change now.
Unfortunately, too many sales trainers spend their days working on techniques and role plays that are designed as scripts. When I went through some other sales training, I actually got to use the same book my Dad had used 30 years earlier! My experience has taught me that why something works is far more important than simply learning a list of “673 Ways to Close a Sale.”
On August 5th, I will be doing a two hour class for Rainmaker University. The topic of this class is "5 Principles of an Effective Sales Call." This is a class designed not to teach people the tactics or strategies to close sales. Rather this class is really designed to help people understand why some sales calls work and others simply flounder to a slow and painful death. When the science is available allowing you to more effectively gain compliance from your prospects, why would you do anything else? This session will allow an attendee to walk away knowing what makes a prospect both think and act differently. Applying these fundamental concepts to their everyday business life will allow you to more effectively grow your revenue and your profit.
Follow this link to register for the class http://rainuniversity.com/register-now/
P.S. Use the discount code “Trustpointe” and save $15.00 on EVERY Rainmaker U Class.
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