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Dr. Bob is Robert Hsiung, MD,
bob@dr-bob.orgShown: posts 9 to 33 of 47. Go back in thread:
Posted by Phil on July 17, 2002, at 10:55:43
In reply to The 7 fears to overcome to succed in sales -part 4, posted by Lou Pilder on July 17, 2002, at 10:21:25
You are both calm and talking like old buds. Say you're selling insurance. The buyer has been with
Farmer's Farm for 25 years. Although during that time, for two years he tried your company, State of Grace. The two years he was with your company was bad from the start. Then rate hikes, unpaid claims, can't get anyone on the phone. He goes back to the efficient Farmer's Farm and is happy again. He has a new neighbor that uses State of Grace and he's having trouble getting a simple claim paid.
Your customer looks at you like you're nuts when you say your companies name. Considering he'll even talk to you, you're brand new and know squat about insurance. How do you make your product attractive to him, when you know it's not competitive? How can you talk about your product's finer details when you just started today? You know nothing and this guy has a whole lotta money that your company wants transferred from his pocket to the companies pocket(probably just to the CEO and his cronies).
Okay Lou, it's showtime! :-)
Posted by Lou Pilder on July 17, 2002, at 12:11:11
In reply to So, no fear, then you talk to the client, posted by Phil on July 17, 2002, at 10:55:43
Phil,
The way that I understand your scenario is:
1.The client is with a co. for the past 25 years
2.Durring that time, he replaced his co. with the co. that I represent, but then replaced my co. back to his co. due to poor service.
Could you tell me how this meeting was established between me and the client? If I know that, then I can answer your question better for the restablishment to my co. is contingent on the reason that the client has a meeting with me.
Thanks,
Lou
Posted by Phil on July 17, 2002, at 12:36:21
In reply to Phil's difficult, but not impossible, client » Phil, posted by Lou Pilder on July 17, 2002, at 12:11:11
Straight cold call. His wife agreed to the meeting but he was upset. He was happy where he's at. Someone else set the appointment at your co.
Posted by Lou Pilder on July 17, 2002, at 12:42:11
In reply to Re: Phil's difficult, but not impossible, client » Lou Pilder, posted by Phil on July 17, 2002, at 12:36:21
Phil,
The way I understand this appointment is that someone from the office set the appointment for me. I have a few questions.
1. What caused the client to accept an appointment?
2. Why is the wife agreeable to the appt.?
Lou
Posted by shar on July 17, 2002, at 14:05:14
In reply to Re: Phil's difficult, but not impossible, client » Phil, posted by Lou Pilder on July 17, 2002, at 12:42:11
I'm wondering if fear is fear is fear, how come the circumstances matter (rhetorical question).
If it's a cold call, the salesperson won't have this info about the motivation for setting the meeting and why the client accepted, etc., and if it is a phone call, probably same thing. From the salesperson perspective, so far all we know about this approach for selling is dealing with client's fear is necessary, so maybe you will tell us how.
Shar
Posted by shar on July 17, 2002, at 14:07:01
In reply to Re: Phil's difficult, but not impossible, client » Phil, posted by Lou Pilder on July 17, 2002, at 12:42:11
I am concerned that we might get off-track from the sales info.
Shar
Posted by shar on July 17, 2002, at 14:08:23
In reply to Re: Phil's difficult, but not impossible, client » Phil, posted by Lou Pilder on July 17, 2002, at 12:42:11
By off-track, I mean get away from the topic of how to make sales, and onto an unrelated topic.
Shar
Posted by shar on July 17, 2002, at 14:09:34
In reply to Re: Phil's difficult, but not impossible, client » Phil, posted by Lou Pilder on July 17, 2002, at 12:42:11
I know that if the postings get off-track, I will lose patience for going through them.
Shar
Posted by shar on July 17, 2002, at 14:10:52
In reply to Re: Phil's difficult, but not impossible, client » Phil, posted by Lou Pilder on July 17, 2002, at 12:42:11
I also lose patience going through multiple posts that contain only a sentence or so.
Shar
Posted by shar on July 17, 2002, at 14:11:40
In reply to Re: Phil's difficult, but not impossible, client » Phil, posted by Lou Pilder on July 17, 2002, at 12:42:11
It will be disappointing if
Shar
Posted by shar on July 17, 2002, at 14:13:05
In reply to Re: Phil's difficult, but not impossible, client » Phil, posted by Lou Pilder on July 17, 2002, at 12:42:11
there is not really any sales-faith info to learn from. Learning about sales-faith could help people.
Shar
Posted by shar on July 17, 2002, at 14:14:06
In reply to Re: Phil's difficult, but not impossible, client » Phil, posted by Lou Pilder on July 17, 2002, at 12:42:11
I'll check back later tonight and see if there appears to be an answer anywhere.
Shar
Posted by IsoM on July 17, 2002, at 14:50:38
In reply to Re: Phil's difficult, but not impossible, client, posted by shar on July 17, 2002, at 14:14:06
You're such patient saints, right now.
Posted by Phil on July 17, 2002, at 15:56:26
In reply to Love You All To Pieces, Shar and Phil!!!, posted by IsoM on July 17, 2002, at 14:50:38
When the wife accepted the appt she was drunk and she knew it would make her husband mad. I have no more details. That's the scenario.
Posted by Lou Pilder on July 17, 2002, at 16:11:35
In reply to Re: Lou, posted by Phil on July 17, 2002, at 15:56:26
Phil,
Our co. could not insure drunks.
Lou
Posted by Dinah on July 17, 2002, at 16:16:16
In reply to Re: Lou » Phil, posted by Lou Pilder on July 17, 2002, at 16:11:35
> Phil,
> Our co. could not insure drunks.
> LouROFLMAO!!!
Game, set, and match to Lou!
Posted by Lou Pilder on July 17, 2002, at 16:24:09
In reply to Re: Lou, posted by Dinah on July 17, 2002, at 16:16:16
Dinah,
What does ROFLMAO stand for?
Thanks,
Lou
Posted by Dinah on July 17, 2002, at 16:35:21
In reply to Re: Lou » Dinah, posted by Lou Pilder on July 17, 2002, at 16:24:09
Sorry Lou. It means rolling on the floor laughing my posterior off. :)
Posted by Lou Pilder on July 17, 2002, at 16:40:53
In reply to Re: Lou, posted by Dinah on July 17, 2002, at 16:35:21
Dinah,
Thanks for the explanation. Are you OK?
Lou
Posted by Dinah on July 17, 2002, at 16:50:02
In reply to Dinah » Dinah, posted by Lou Pilder on July 17, 2002, at 16:40:53
Thanks for your concern, Lou. I'm just dandy. On top of the world.
Dinah
Posted by Lou Pilder on July 17, 2002, at 16:53:07
In reply to Re: Dinah » Lou Pilder, posted by Dinah on July 17, 2002, at 16:50:02
dinah,
Your not going to have to see a plastic surgeon, are you?
Lou
Posted by Dinah on July 17, 2002, at 16:58:07
In reply to Re: Dinah » Dinah, posted by Lou Pilder on July 17, 2002, at 16:53:07
No, not a plastic surgeon Lou. I think my posterior will survive just fine.
I do however see my pdoc monday, which might be a good thing.
Posted by Lou Pilder on July 17, 2002, at 17:01:03
In reply to Re: Dinah, posted by Dinah on July 17, 2002, at 16:58:07
Dinah,
Do you laugh with your pdoc?
Lou
Posted by Dinah on July 17, 2002, at 17:08:48
In reply to Re: Dinah » Dinah, posted by Lou Pilder on July 17, 2002, at 17:01:03
I'm afraid my pdoc is a rather serious sort.
Posted by Lou Pilder on July 17, 2002, at 17:13:09
In reply to Re: Dinah » Lou Pilder, posted by Dinah on July 17, 2002, at 17:08:48
Dinah,
Perhaps you can advise him/her to tune in here
Lou
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