80% Of My Insurance Sales Comes From This Technique...
by Patrick Larson
(St. Louis, MO)
The "Warm Up" is most crucial in the begining stages of your sales presentions. Without a effective warm up your chances of a sale will deminish.
An effective warm up is not telling the prospect about you and all about your life, but rather getting them to open up and tell you about themselves. When the prospect begins to unfold information to you this is a good time to make mental notes on other prospects, such as brothers, neices, etc...
Get them to talk about there family!
You would think telling the prospect about you would gain trust, but the funny thing is the more the prospect opens up to you the more the prospect will trust you. It would be safe to say that over 80% of my sales comes because of effective warm ups.
*NOTE 'Warm ups' are not only good for the sale but also for future prospects through your prospect that your presenting. Even if you do not sell your prospect an effective warm up will almost always get a few brand new leads.