The (Damn Near) Perfect Sales Call
By the time we met a few days later, I had compiled a long list of questions. I had done some research and came prepared due to the importance of this issue.
Steven’s greatest sales skill was that he did not come across as a salesperson at all. He was more of an advisor and, while he wanted to make a sale, he seemed more interested in what was in my best interests and presented several options. He asked me a few personal questions and a few more about my business, paying rapt attention to the answers.
• Rapport building? Check.
• Trust infusion? Check.
Steven deftly moved to the presentation stage and discussed a couple of different options for insuring me, pausing several times to explain the difference between the proposed new policy and the one that I had in place already. The most notable difference was that I would have to give up my Primary Care Physician.
Steven did not hesitate in discussing this important issue, but pointed out that in doing so I would save $150 per month. At that point, he wisely stopped talking. On the surface, it was to let me think. But I recognized it as a test close.
• Problem solving? Check.
• Options provided? Check.
• Good listening skills? Check.
Within one hour, we had not only decided on a new plan, but had filled out all of the necessary paperwork.
• Promise kept? Check.
• Smart enough to stay within my short attention span? Check.
But wait, there’s more...
Having closed on the purpose of our meeting, Steven mentioned life insurance. “I’m good,” I replied and went on to describe my coverage. Turns out, my coverage was actually not appropriate, as Steven discovered when he asked me a few more questions. To my surprise, I was actually over insured in that area and he offered a less expensive solution, saving me another $400 per year.