Don't Ruin the Maybe: Another Sales Lesson from Tommy Boy
You've probably been in this situation before: You're talking to a prospect about, say, whole life insurance. You've given them a rate quote, talked about how the policy works and the benefits of it. You go in for the trial close and in return the prospect tells you:
"Maybe."
You're at a crossroads, friend, and you've got to know exactly how to handle the 'maybe' or the prospect is going to walk.
See how Tommy Boy ruins the 'maybe' after the jump.
At first blush, Richard [played by David Spade] reacts well to the 'maybe,' explaining some additional product features to the prospect. But unfortunately he's heavy on the jargon and loses the prospect all together.
Then Tommy [played by Chris Farley, R.I.P.] takes over, trying to apply the benefits of the product to a real-life scenario. In theory, that's a great idea. Until, you know, he starts a fire and kills off the prospect's family. Never a good thing.
But you all are the experts. How do you handle the 'maybe' to save the sale?
[Related]: Sales Lessons from Tommy Boy
Comments
In the world of sales, the word “maybe” typically stands for “I’m interested but not quite sold yet”.
There are a few different ways to go from here but the quickest way is to basically repeat by saying “maybe?” or better yet ask “tell me what you’re thinking?” or “why maybe?”, or any question that allows you to uncover the reason behind the maybe so you can let the customer reveal the objectives that are holding them back from saying “yes”.
Back in the 80s, they would have said, first get rid of the objections then find out what the most important things are to the customer and continue selling on those points. Good, but the new Gen Y way is easier and more effective as it comes from more of a newer “let me find you a solution for you” methodology than the 80’s style of “let me try to sell you my product”.
Posted by: Jeff Daily | June 5, 2007 10:21 AM
When I've had customers give me a "Maybe" I've always asked them, "What concerns are keeping you from moving forward?" Once you know what those are you can address them. Asking questions back to the customer I've found is helpful in them choosing you. "If you didn't have these concerns would you move forward?" I want to find out if they really have a concern or is it an excuse.
Posted by: Jed Dart | June 6, 2007 02:44 PM
Great, comments Jeff and Jed. I agree—distinguishing buying concerns from excuses is a key point in converting a 'maybe' to 'yes.'
Posted by: Megan Mahan | June 6, 2007 03:48 PM
Any good - new - different - tips on things agents are doing to market LTC insurance?
Posted by: Sharron Mitchell | June 28, 2007 11:31 AM