Sometimes we get discouraged when we hear NO to many times. As sales people, you need to understand that it's not personal, it's just business. No is just a temporary setback and you need to understand what "No" really means and how you can overcome "No". In this episode we talk about the different ways that you may hear "No" and then explain why you are hearing it and a few approaches to overcome those particular objections. We would also love for you to share your "No" stories with us on either our Facebook Page @SiasFirst or on our Twitter page @BusinessBrosPod and as always we encourage you to get your free coaching call on our website www.SiasFirst.com so you can get calling scripts and more. Music by www.bensound.com
Show Notes:
You need to understand that it’s not personal, it’s just business
Even when they yell at you or hang up on you it’s not about you!
Get your ego out of the way: you are there to be of service
Your job is to find the right time, approach and build a relationship
The best agents build long lasting relationships not quick sales
Those relationships generate return business and referrals
What does No Mean?
Not at this exact moment
I’m busy right now
I don’t know who you are
I already have an agent
Not at this exact moment
Not in the buying window
Since they are not currently shopping, they are not interested in talking to you yet
Focus on making a connection rather than closing a sale
Set an appointment: Lunch maybe
Stop by and say hello
Even if you build a relationship with the secretary
Get in good with the gatekeeper
I’m busy right now
Just a bad time to call, try again at another time
Ask “when would be a better time to call you?”
Focus on making the appointment
“Would it be better if we met in person?”
I don’t know who you are
They won’t say that exactly
They may be avoiding your calls or emails
Try stopping in person
Handwritten letters
Christmas gift
I already have an agent
A prudent business person will already have this connection
Always offer to be the second opinion
“Sometimes, business doesn’t mix with friends.”
Friends may be afraid to explain coverages, or things that may cost more because they “know you” and you may not understand what it is you are missing out on.
Build relationships so you can be the person they contact or the person they refer
“If I can provide a quote for you that meets your needs at a better price, would you be willing to place your business with me?”
Make “No” a game
How many “No” can you get in a row
If you are looking for No’s while following your script and trying to set the appointments, the Yes will come faster because you’re making calls.
It's like trying to catch all green lights or when you want a red light, they all seem to be green.
What is the best “No” you got today
STOP F*&#ing calling me!
Cold Calling?
How long can you keep them on the phone by practicing your calling scripts word for word?
Coaching and accountability
You need to practice your scripts
Internalize them and make them your own
Don’t have scripts or a coach or people you can practice with?
Schedule your free coaching call
Get on the Facebook page
TAKE ACTION!