Sales Prospecting Basics

Hi Everyone:

I'm new at sales, representing insurance products I really believe in. Here's my problem. My target - employers who will payroll deduct premium for their employees and provide access - have been hit repeatedly by new agents for years ....

How do I differentiate myself and get appointments with the prospects?

Any advice is welcome!
Thanks

Quote:

Originally Posted by Chris

My target - employers who will payroll deduct premium for their employees and provide access - have been hit repeatedly by new agents for years.?

IMO, this is more of a problem in the salesperson's mind than the prospects.

Quote:

Originally Posted by Chris

How do I differentiate myself and get appointments with the prospects?

Sell yourself first.

Good put, I am still learning to keep my mind in the game. I'll take that input to heart.

Hi Chris, I agree that others coming before you shouldn't be a problem.

IMO, if you can get your prospects "interest" up front you should get a fair hearing.

Wobbly - there's the rub - because many have come before, they think they already know what I have to say and offer.
I think my challenge is in selling myself well enough to get their initial interest.
Thanks

Quote:

Originally Posted by Chris

Wobbly - there's the rub - because many have come before, they think they already know what I have to say and offer.

That's what we call "Prejudice" and it happens all the time.

Quote:

Originally Posted by Chris

I think my challenge is in selling myself well enough to get their initial interest.

Exactly! This is why "pretty girls" do so well selling to the average male.

[no offense to any members]

Chris,

I am walking through the door of small businesses whose pockets have been vacuumed clean by every fancy advertising salesman before me, so here is my lead in: "Hi my name is ____ and I'm with ___ and we provide blah blah blah [one sentence summary]. I know hundreds of people have come through your door READY to sell you advertising [they usually smirk and nod], so I want to tell you three ways that I'm different:..." I then give them my best 2 shots and #3 [ok, don't laugh...] I hold up a timer and promise them to cover all the main points in 5 minutes because I know their time is valuable AND I give them a free listing on our website regardless of whether they buy or not, to say thank you for considering our product.

Some will always dismiss you (no matter how pretty you are! ha ha), but If you find the right thing to say, some will listen and of those...some will buy.

Quote:

Originally Posted by RainMaker

Some will always dismiss you (no matter how pretty you are! ha ha), but If you find the right thing to say, some will listen and of those...some will buy.

I agree. This is where "timing" can come into play. Some days some people are more open than others.

Quote:

Originally Posted by Chris

How do I differentiate myself and get appointments with the prospects?Thanks

I would make my first contact a free report.

I think it's important that we don't ask for the sales until they are ready to give it to us without asking. You can use this method to fill your pipeline and then I can stay in touch.

I also suggest to sales professionals to set up their own lead generation websites which collect names into their own databases. Remember, these prospects are yours, not the company's.

This is what I use for first contact. It may help a bit. It certainly works quite well.

“Frustrated with Traditional Cold-Calling, Pavement-Pounding, Door-Knocking Prospecting Grunt Work?” “Ready to Have Business Come to You?”

Dear Fellow Entrepreneur,

We have just released an interesting Executive Briefing entitled “Seven Business Development Lunacies that Grind Companies to the Ground.”
This Executive Briefing is free. To obtain your copy, go to our website at www.sales-marketing-system.com.

Raise your sights! Blaze new trails. Compete with the immortals!
Tom “Bald Dog” Varjan, SMS Consulting Group

PS: Please note this is a one-off message. We notify you about this Executive Briefing, knowing how much difference and exhilaration good effortless prospecting could make to your business.

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