If you can't open, you can't close.

Went over this in today's meeting so I thought I would pass it along.

One of the most important parts to a sales call is the ability to "open" properly. Too many times I see new agents or even vets for that matter, not have a clue how to control the opening of a sale.

For example: you go to the store to get that new shirt. You walk in and right away a sales clerk comes up and greets you and ask's if they can help you find something. Your immediate response is "no thank you...just looking". But you're not "just looking'. You just don't want to be bothered or better yet...sold! It's human nature. That clerk would have done a better job:

1. assuming the close/knowing you came in for a specific reason and
2. asking "what brings you in today?"

Take leads now. A lead is not a sale. It is a request for more information. No matter the quality of the lead or type of lead, there is some level of a need or want but mostly, it's a concern.

We always start off whether it be by phone or field with this"

DM Card: "Mary, I know you took the time to put your personal information on this card and send it back to us, but when you did that, what were you concerned about?" Then, GET A REAL ANSWER! The number one response we hear is "I just wanted to see what it was all about?" Then I see an agent continue on with their sales pitch because they don't know where to go from there. So the agent makes to the close....client says something like, "thanks...I'll think about it and get back to you"...what are you going to say now??? "Well Mary...in the beginning you said you wanted to see what it's all about? Now you have so why won't you buy today?" Right? NO!!!! You have nothing to close them with.

You need to get a REAL answer. For that, I will say that some of you have my A, B, C, D of opening. If not, PM and I will send it for the sake of time saving here.

Calling on the phone we say "so when you spoke with my call center representative, what was it about the insurance program that had you concerned?" Again, we get a REAL answer.

Now if, if you're a new agent...we recommend doing a pitch every time you sit down with a client. Practice makes perfect as they say and every pitch makes you better and better. PLUS...you will be amazed on some case's where you walk out with a sale when nothing was there to begin with. But...a veteran agent? You should know well enough when to hold'em and when to fold'em. Don't waste you're time if you have nothing to close them on!!!

I hope this helps. Open, open, open!!! Spend a better time "opening" and you will have an easier time closing.