The 10 Best Ways to Lose a Prospect
- Be gruff and authoritarian. You’re trying to sell a policy here, not make a friend.
- Use high-pressure sales tactics. Be aggressive and don’t take ‘no’ for an answer.
- Make sure your prospect knows how busy you are—and that he/she has already taken up a lot of your time.
- Don’t actually listen to your customer. Pretend to listen by throwing in an occasional “m'kay.” And if you can get some other work done while they drone on, go for it.
- Interrupt. Often. Finishing his/her sentences is also encouraged.
- Tell the customer—whether it’s true or not—that they won’t find a better price anywhere else and that they should stop shopping around and just buy from you already.
- In order to get things rolling, repeatedly ask for his/her bank information.
- Question a male client’s masculinity when he doesn’t want to commit to buying from you.*
- Assume that a reluctant prospect wants you to “take charge” and tell him/her what to do.
- Act put-upon when your prospect doesn’t want to decide right away. Make sure they know how much time and effort it took you to generate a quote.
There you have it. Follow these simple rules and you’ll never sell a policy again!
