The (Damn Near) Perfect Sales Call
Next, he asked about the insurance I had on my girls. When I told him about the coverage I had on them, he quickly agreed that those policies should not be touched. Score another point for Steven’s credibility.
Then, he mentioned auto insurance. That one was a no-brainer. I do business with Amica and it would take an act of God to get me away from that company. No sooner did he hear my answer then he said, “Moving on...”, laughed, shook my hand, thanked me for my time, summarized the meeting, and told me what to expect next.
• Sales integrity? Check.
• Stick the landing? Check. All in all.
The thought of meeting with an insurance salesman brings back memories of an old Woody Allen movie. Allen’s character is incarcerated and put in solitary confinement as punishment. When he emerges sometime later, he has an insurance salesman with him who is still talking.
But I had none of those feelings while with Steven. He answered my questions, solved my problem, earned my business, and saved me a bunch of money in the process.
By the time I arrived back in my office (we had met halfway between our offices), a thank you email was already waiting for me along with a list of the things that I needed to send him. Impressive.
• Follow up? Check.
Oh, one more thing he threw in before we ended our meeting—referrals. He asked me for the names of three people that he might call. Within just a couple days, I heard from two of those three people indicating to me that Steven followed up with them immediately.
• Tapping into a customer’s network? Check.
If, at the end of our time together, he had asked me for a critique, I would have been hard-pressed to come up with something to offer as a suggestion for improvement. He was, in my opinion, damn near perfect! Well done, Steven. For your next career, may I suggest golf?