He called me and told me he could save me money on my business insurance. I was impressed - not by his ability to save me money (haven't we all heard that line) since he did not know what I was currently paying. I told him I was happy with my current insurance company. He persisted, "It will only take a few minutes to answer my 5 questions." I said, "No thanks," and was about to hang up as I usually do at this point, but he chimed in, "I know I have a better deal." Once again I thought how dumb this comment was since he did not know enough to make such a claim.
With amusement in my voice I told him sure - "ask away." He asked when my current policy was going to expire - is that the most relevant question for a prospect? I told him I didn't know.
He asked how much coverage did I have...I told him I didn't know.
He now was sort of confused but he persisted not seeing my disinterest. "How many locations do you have?" One location I told him. He asked a few other questions and I gave him vague answers. He did not pick up on the fact that I was not interested. He told me he would work up a quote and get back to me in a few days. I assured him I was very excited about that - a little cynicism, NO, a LOT of cynicism in my voice.
The next day he called back to confirm some information so he and his boss could put together a good quote.
I am sure his boss explained to him that without critical information you cannot put together a solid quote.
I felt I helped educate the sales guy. He should have thanked me for giving him a lesson on listening to the prospect and if the prospect is not interested - don't pursue the presentation. Save your time and energy and focus on prospects who are interested in your service. This will decrease your sales cycle time and lower your stress.
Have a great week of selling success!
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