Having been asked to listen to recordings of hundreds and hundreds of agents getting started in selling by phone, one common theme has held many back.
Brett Kitchen, in this video below, talks about this problem when selling over the phone and how to address it. I call it “practice it until you perfect it.” Others call it, “Fake it 'til you make it.” Either way, you have to be aware of the potential to sound TOO interested in the sale outcome and you have to know what effect it has on people.
Brett's group sells IUL (indexed universal life) products by phone to high-income individuals using radio ads.
No matter what you're selling over the phone, this issue can be a problem! They can hear desperation through the phone!
And remember what Mike Brooks says in the Top 20% Webinar series (at the bottom of this page), “A bad lead never gets better.” Move on from angry, disgruntled, difficult people!