This document discusses techniques for overcoming call reluctance when making cold calls for sales. It provides tips for planning and preparation, including having opening statements, questions, and support tools ready. It recommends setting daily call goals and quotas to achieve sales targets. Specific techniques mentioned include listening to the client, acknowledging their perspective, making a statement about the product or service, and asking questions. The document also provides examples of direct sales attempts or pitches to use during calls. The overall message is that cold calling is an important part of achieving sales goals and should be approached with preparation, clear objectives, and client-focused techniques.

1. PROPRIETARY AND CONFIDENTIAL
SALES BUILDER: CALL
RELUCTANCE

2. PROPRIETARY AND CONFIDENTIAL
Cold Calling Video

3. 3 PROPRIETARY AND CONFIDENTIAL
CALL RELUCTANCE
 Plan and prepare opening statements
 Get in the right state of mind
 Know why this is important
 Practice Delivery
 Plan relevant questions
 Have Support tools at hand
 Divert Calls & Minimize interruptions
 Set clear objectives
 Don’t put the phone down
 Master your physiology
10 Steps to Better Cold Calls

4. 4 PROPRIETARY AND CONFIDENTIAL
CALL RELUCTANCE
 It’s Monday
 They must be busy
 It’s almost time for lunch
 It’s too close to the end of the day
 I don’t want to bother them on a Friday
Everyone has some reluctance

5. 5 PROPRIETARY AND CONFIDENTIAL
CALL RELUCTANCE
 Set time each day to make your calls
 How many calls do you need to make to
achieve your goal?
– Most GREAT Producers quote 20% of their
calls – Farmers has a 17% close ratio
overall.
– That is 1 in 5 policies,
 If you need to sell 20 policies a month, you
need to make 500 calls ! That will give you
100 quotes and 20 sales
 That is 100 calls per week – 20 a day – that is
1 hour of work!!!
 Set a goal for yourself. “I will not leave this
office until I close 1 sale”
What to do…

6. 6 PROPRIETARY AND CONFIDENTIAL
CALL RELUCTANCE
 Don’t forget you are providing a service
 Every call is an opportunity for a sale
 Be knowledgeable about your products –
knowledge is power !!!
 Most importantly give your client a WOW
experience
 Clients can feel your smile – enthusiasm is
contagious
 Know something personal about your client
(baby, college etc)
 Make it personally about them – I thought of
you when I saw this.…….
Don’t Forget….

7. 7 PROPRIETARY AND CONFIDENTIAL
CALL RELUCTANCE
LAMA Technique
Technique

8. 8 PROPRIETARY AND CONFIDENTIAL
CALL RELUCTANCE
LAMA Technique
L- Listen
A- Acknowledge
M- Make a Statement
A- Ask a Question
Technique

9. 9 PROPRIETARY AND CONFIDENTIAL
CALL RELUCTANCE
 Sales Attempt #1
– “OK, I have a 12 month premium…You are
looking at $1,325 with Farmers Insurance and I
can start that up with a credit card or electronic
check today. How does that sound to you?”
 Sales Attempt #2
– “All we would need is a first payment of
$193…And we can get you all set up. I mean, you
said this sounds pretty good.”
 Sales Attempt #3
– “We have a great rate for you and we would love
to set you up with Farmers. All we need to set you
up is (fill in the blank) and we can take care of you
and get you started today.”
Technique