Don't Suck At Sales John Ziller & Miranda Martin

In this conversation, John and Miranda discuss the importance of getting commitments from clients throughout the sales process. They emphasize the need for micro commitments and engagement to keep clients interested and invested. They highlight four key areas where commitments should be obtained: during the role and purpose explanation, after fact finding, during the discussion of the client's why, and before showing options and prices. They also stress the significance of tonality and engagement on the phone to establish credibility and professionalism.

Takeaways

- Obtaining commitments from clients throughout the sales process is crucial for success.
- Micro commitments and engagement keep clients interested and invested.
- Tonality and professionalism on the phone establish credibility.
- Four key areas where commitments should be obtained: role and purpose, fact finding, client's why, and before showing options and prices.

Chapters

00:00 Introduction and Merchandise
02:27 Analogies: Driving and DUI Checkpoints
04:20 Micro Commitments in Booking Appointments
06:30 Engaging Clients with Tonality and Engagement
08:16 Four Key Areas for Obtaining Commitments
15:17 Getting a Yes Before Showing Prices

In this conversation, John and Miranda discuss strategies for handling the objection of needing to think about a sales offer. They role-play different scenarios and provide tips for overcoming this objection. They emphasize the importance of being assumptive, redirecting the conversation back to the application, and addressing the client's concerns. They also mention the significance of generating emotion in the sales process and the value of offering different options to meet the client's needs. Overall, the conversation provides practical advice for sales professionals to effectively handle the objection of needing to think about an offer.



Takeaways:

Be assumptive and redirect the conversation back to the application

Address the client's concerns and offer different options to meet their needs

Generate emotion in the sales process to increase the likelihood of closing the sale

Remind the client that you have done the research and have access to multiple carriers

Don't push too hard, but assure the client that you are doing the right thing

In today's conversation, John and Miranda discuss the concepts of critical period and equity protection in insurance. They explain how to determine which type of coverage is appropriate based on the client's situation and needs. They emphasize the importance of understanding the client's financial situation, including their mortgage balance, home value, and monthly bills. They also discuss the impact of social security on the client's income and the need for burial coverage. The conversation highlights the significance of creating a purpose behind the insurance plan and the value of bundling different types of coverage to meet the client's specific needs.



Chapters

00:00 Introduction and Reflection on Past Trips

02:50 One Year Anniversary of Don't Suck at Sales

07:09 Explaining Critical Period and Equity Protection

10:07 Understanding the Impact of Social Security

13:01 Fact-Finding Process to Determine Coverage Amount

24:01 Offering Accidental Death Coverage for Mortgage

Join us in today's episode as we explore effective tactics to get past the initial, superficial responses in sales discussions.

Learn how to ask the right questions and use active listening to uncover the real needs and desires of your clients. Perfect for salespeople looking to build trust and close more deals with meaningful conversations!

Join us as we engage with sales experts Nate Auffort and Cody Askins! In this episode, we delve deep into proven sales techniques and the personal success stories of our guests. Learn from the best and gain insights that can transform your sales approach and results.

Email us to join the team!
Miranda Martin: miranda@mirandamartin.com
John Ziller: jziller.sfg@gmail.com

For more info on the upcoming SWAT Event May 16th - 18th: https://rebrand.ly/SWATMay2024

For all things SWAT: https://myidecide.net/ZBQ7FN

Join us in this insightful session where we decode the formula to winning in sales by being a "Bubbly A.S.S." - Agree, Solution, Script. This 15-minute video is packed with actionable tips and real-life applications that will transform how you approach sales, making you not only likable but also tremendously effective.

The Special Pricing & 2 month pay plans for the SWAT EVENT on May 16th-18th ends on Monday April 15th!

Grab your discounted ticket while you can: https://rebrand.ly/specialpricing

For more info on the upcoming SWAT Event: https://rebrand.ly/SWATMay2024

For all things SWAT: https://myidecide.net/ZBQ7FN