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 Posted: Sun Mar 08, 2009 5:00 am Post subject: |
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| good point tushar. But don't you think changing the strategy may lead to a bit of confusion? |
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horizon
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| Posted: Sun Mar 08, 2009 1:09 pm Post subject: |
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That is a good point, Tushar, but I think there is an even more to use a different strategy each time. Somebody will buy from us only if they believe we are solving a problem for them. Each person's situation is different, however, so each person's potential problems to solve are different. The only hope of solving a problem (and getting the sale) is if we take time to understand their problems first.
Using the same approach with everyone means trying to solve the same problem for everyone--whether or not they have that problem. For example, some people always try to sell low price. That is important to many people, but sometimes we get a call from a person who bought the low price last time, and then he had a terrible claims experience. Trying to sell low price to this person will make you miss the sale. Saying something like, "I understand what you mean. Claims service is impor-- wait a minute, WHAT did they do again? (And make them say it again, in more detail, and let them get really mad at their prior company while they tell the story.) That's right, money is important, but claims service is what we are in this business for, isn't it? I am sorry you had an experience like that, but let's make sure that you would have been satisfied with how we handle situations like that. Here is what we would have done ... Would you have been completely satisfied with that?" SOLD.
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| Posted: Sun Mar 08, 2009 6:00 pm Post subject: |
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i liked your approach christy p !! it's good that one should put oneself in another person's shoes while analysing the situation.
Most of the time we just need to be liitle pushy and people will on their own will tell you the exact problem where they are stuck up......... 
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amit
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| Posted: Tue Mar 10, 2009 4:47 am Post subject: |
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| Quote: | Each person's situation is different, however, so each person's potential problems to solve are different. The only hope of solving a problem (and getting the sale) is if we take time to understand their problems first.
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That's the way 
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horizon
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| Posted: Tue Mar 10, 2009 6:31 am Post subject: |
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Thanks a lot for replying to this post in such a manner. Christy's post is awesome and I am very sure that her post will be benefitting everyone out here.
| Quote: | | it's good that one should put oneself in another person's shoes while analysing the situation. |
That is what I wanted to say. You need to understand the emotions and feelings of the person in front of you. The person, who could be a prospect if you handle him correctly. Get into his shoes and success will be waiting for you at the very next corner.
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tusharagg87
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| Posted: Sat Apr 04, 2009 1:07 pm Post subject: |
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| Yes that's the line...get into his shoes |
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yashbironlinecg
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| Posted: Sun Apr 05, 2009 12:59 pm Post subject: |
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Insurance agents need to be more concerned about their customer's needs. You can not ignore your customers as they are the ones through whom you get your bread(YOU here means INSURANCE AGENTS, Please do not mind).
Until and unless you would not hear to your clients and will not feel what their reaction is and what they think, you can't be a successful agent.
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tusharagg87
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| Posted: Sun Apr 05, 2009 1:15 pm Post subject: |
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| Quote: | Insurance agents need to be more concerned about their customer's needs. You can not ignore your customers as they are the ones through whom you get your bread(YOU here means INSURANCE AGENTS, Please do not mind).
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it is right that one need to give proper service to the client but i do have some bad experience on this part too...
There are so many clients which think that it is the sole responsibility of the insurance agent to pay the premiums of the client if the client does not have money when the insurance premium is due. This attitude is too much. How can agent pay for the premium from his own pocket and that to they think that agent gets lot more comission rather it does happen that agent's time and money goes in transportation and if one calculates the remainder amount after all deductions it is mere a slice compared to the efforts by insurance agent (this is more area specific)
the moment people will think that it is their own duty to pay for the premium of the insurance and agent's then that day will be a good day for all the agent's community.
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amit
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| Posted: Sun Apr 05, 2009 3:25 pm Post subject: |
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| I agree that you must use strategy in every different time. Well, you can plan a strategy early on based on the situation and the type of people you are going to encounter. There are not so many strategies that you can think of but at least you can have a lot of options to choose from. You can plan for a strategy cycle so that there would be variety of options and at the same time you dont need to think another strategy after you use the last one. Its kinda hard to do but easy to say. |
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dritz
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| Posted: Mon Apr 06, 2009 1:03 pm Post subject: |
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Well, I never said that prepare specific, particular strategy for your each and every customer. You can not do this because you do not know whom you are going to encounter next. I want to say that never think that what you said and tried last time will work this time too. Again, as no two people are same, you can not apply this.
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tusharagg87
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| Posted: Tue Apr 07, 2009 9:47 am Post subject: |
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Tushar is right.. You should change your strategy according to the situation.
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horizon
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| Posted: Tue Apr 07, 2009 1:08 pm Post subject: |
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| Quote: | Well, I never said that prepare specific, particular strategy for your each and every customer. You can not do this because you do not know whom you are going to encounter next. I want to say that never think that what you said and tried last time will work this time too. Again, as no two people are same, you can not apply this.
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i think you misunderstand my post.. let me clear it... i didnt say that make different strategies for each people or customer, i said that in every different "types" of people, you need to have one. i'll give an example, wise thinking customer, if you encounter that type of person usually they have a lot of questions but most of the time they pretend to have more knowledge than you have. therefore, whenever you meet this kind of person, you already have laid plans on how to deal with them. types of people dont refer as an individual but groups of persons. of course, it is hard to identify the characteristics of a person but there are things that you will notice on them of what kind of people are they. its true that no two people are alike but if you refer to a whole bunch of people, you will notice that there are personalities that similar to each other.
i just got this idea from what i learn, though my area of field is different with insurance area, i think that they are similar in one area of work and that is giving the right service..
i hope i made it clear.  |
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dritz
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