Sales Technique

How to close a sale

We need to make every effort to close every sale.
Callbacks are important but the best time to sell is when we have them on the phone already.
Too often we just leave a message or do not reach them at all.
If you are speaking to the “Decision maker” and they do not grab your offer, turn the call over to Larry, Judy or Sharon.

Working out a quote when the person is on the phone:
1. Be friendly. I want to see you smile. The tone of your voice reflects your attitude and is obvious to those with whom you’re speaking. If you are not happy, if you come across less that excited, the potential customer will not be excited by any thing you tell them. If you don’t believe in what your selling why should they.
2. People “Buy” from those they “Like”. If I’m able to sell a $100,000.00 brand new Porsche for $60,000.00, I could sell the car even if they did not like me. If I tried to sell the car for $150,000 I would fail no mater how good of a sales person I was, or no matter how much they liked me. But typically we find our selves in a situation where the person calling us has gotten 2 or 3 similar quotes- they will buy from the one they like the best, is easiest to deal with, and they are most confident that the company understands the policies they sell.
3. No one like to feel they are being “Interrogated” You need to take control of the call, but try to make it feel more like a conversation. In taking questions, comments like “ Oh, I used to live down the street” “That’s near my favorite restaurant” “That’s my son’s name’ any thing you can do to make you sound “Human” helps people like you and makes it more difficult for them to say no.
4. If you have a young driver, ask if they are “Part-Time”, Ask if they have insurance now. Get their date of birth. We want to quote our best price every time.
5. If they are not sure which model of car they have, guess the cheapest one.
6. After working out our best rate, use the following rules:
a. Take 5% off the cost of the insurance
b. Take the ‘Full down payment”(15% = 1 year 25 % = 6 months) We have a bit of flexibility.
c. Give them this price adding, “ This is a great Price” “We deal with 17 different companies: so we always give the lowest prices.”
d. If the person does not start the insurance, act surprised after all we gave them our best price super low down payment, we were nice to them over the phone, why not start insurance.
e. Ask them “What other rates have you gotten”
f. Do the Math! If they say they got a better price ask them “How much down how much per month. Add it up you can almost always show them that it does not add up. Most of our competitors do 1-year policies down payment plus 10 monthly payments.

We must have the following marked on each quote:
1. The quote we gave to the customer
2. The comment what did the person say we need to figure out should we follow - up and if so how?
3. When we follow-up on a quote, if we left a message. Who did we leave the quote with?
4. Make sure that we make our best sales pitch.

We need to ask for the sale!
"Do you want to come in or
Do you want to start over the phone"
You need to assume they will start if they do not find out why not. Mark on the sheet the reason you think they did not start insurance that day. If it is because they don't have a car, I understand but if it is because of another reason, find out WHY.
Ask "What other rates have you gotten" How much down how much per month how many months. Add up their Best Deal , 9 times out of 10 your deal is better. Most of our competition uses 10 payments. Multiply by 10, then add the down payment.
If we don't have the best deal, mark down what their Best Deal is and give it to Larry A.S.A.P. we will beat their best deal.

F.R. Filings:
Sr-22 that are for full coverage need to be done twice.
Once with FR once with out. We can take the Liability FR rate and add it to the No FR. Physical damage rate.

Do not be in a hurry to get potential customer off the phone.
Do not give customer a reason not to buy insurance from us.
Never yell at them.
Treat them the way you would like to be treated.
Remember, it costs us about $26.00 each time the phone rings;
Don’t give out quotes Sell insurance