Selling 100% by Phone

Why not sell it 100% by phone? We do! Download the Sales Process Map PDF (Click the Image) What we started doing for E-Signatures (2008-2012): (Keep Scrolling Down for Newest Info..) . Westfall Method - Update 2017: People WILL buy from YOU if they know, like, and trust you. Getting there involves varying levels of effort, depending on that particular prospect. We used to have to gather signatures via a screen share, signing a PDF application by sharing the mouse, etc. etc. Now, in 2017 and beyond, we no longer do this. Each company that we use has an electronic application that is VERY EASY to accomplish with the client. What we were for screen share (still works): . Westfall Method UPDATE 3 - This makes it look more professional to your clients as to what they see. Another easy option is to merely find out if they have an e-mail address. Checking e-mail is much easier for them than finding a website. Using your JoinMe login, simply click on the security number in your window, then click the option to "Send Link By E-mail". This will open up a new e-mail that you can immediately send to your potential client. I just remove their tag line from the bottom, then add "See you online!", followed by my e-mail tagline. This speeds things up tremendously. All they have to do now is open their e-mail, then click the secure link. That's it! See the video: Update 2019 Do we now need to use a camera, or even screen share now? No. Why? Because in 2019 and beyond, seniors are FAR more adapted to buying over the telephone. They transact with their bankers, financial advisors, credit card companies, etc. over the phone every day. So we are using our cameras barely at all, these days. This is a good example of when TO use and when NOT to seek to use a camera and/or screen share. Click Here for this Presentation on Building Credibility with ScreenShare Update 2020 A recent entry into the screenshare world is very easy to use, requires no program download or installation by the viewing client and is very easy for the agent to use, too. This new program is: ScreenLeap.com How to Put Your Face on the Screen when LIVE with clients: In this video, you'll see how to come on the screen with your face over the rates, application, etc. Click here for that webinar, then skip ahead in the video to the 21:30 minute mark to see the demo. NOTE: This is NOT a requirement for every presentation and we barely do this anymore. It is mostly used with COLD leads where they have no idea who you are (yet). How to Send Clients a Custom Video with Their Rates, etc.: See this post on how to send a video, with rates, to your client with you on the screen: This method is SUPER EFFECTIVE and HIGHLY RECOMMENDED! https://medicareagenttraining.com/best-way-to-present-quotes/ What do you show them on the screen during a presentation? After getting them on a screen share, to build trust, I run through this quick Powerpoint presentation in FULL-SCREEN mode in the window they're looking at. The keyboard shortcut to do this, when running Powerpoint, is the F5 key. This takes it into presentation mode. Here is my Powerpoint "Credibility" presentation: Credibility Presentation Get them to see you on camera: NEW: Independent Webcam Showing Software (Logitech Software Not Required) Download Here (right click and SAVE AS to your Desktop) Instructions on how to install and use – click here What camera? See the Tools You Need page Documents to send when they don't have a computer: (As covered in the Feb 1, 2013 Webinar - see webinars page) See what theyre saying Lead Letter Medicare and You Cover Rates Pasted into Word Doc Chris' Pet Peeves on Selling - Over the phone or in person. This is a rant on a terrible sales experience and some of my pet peeves that others really do pick up on, and can make you look bad to your potential clients. Things like, "Honestly..." or "Can I be honest with you?" and (reply to someone thanking you) "No problem." Employing a Telemarketer - Here, Chris interviews his telemarketer as they reveal the best ways to screen a potential lead and head toward an application. (Hint: Skip ahead to the 2:00 mark.) (From 04/12 and copied from the Webinar Replay page) This is a webinar Chris did on Outsourcing Your Telemarketing: Click Here for the Webinar This is an active discussion in our member forum on outsourcing / finding a good telemarketer: Click Here for the Discussion This is a video Chris did for his telemarketer on cold calling & objection handling: Here is what we use to write down lead information from telemarketing. Our Lead Sheet: Scripts to use: Mentioned in this conference call. Top Producer Medicare Supplement Script AgentsDialer’s Medicare Supplement Script Chris Westfall’s Medicare Supplement Script TIN's SIMPLE Medicare Supplement Script (Good for single agent) Be sure to see the Tools You Need page for discounts on a predictive dialer. Medicare Screening Calls Click on the call to download/listen to the audio. Call 1 – Screen em early! Don't waste time with unqualified folks Call 2 – Lady without much intelligence Call 3 – Good call that was a sale Call 4 – Good call with guaranteed issue situation sale Another screening call: Other stuff that'll help: Top 20% Webinar -This was a Mike Brooks training webinar on how to be in the top 20% of telephone salespeople. There are some great nuggets in here. Disc 1 Disc 1 of Top 20% Seminar Disc 2 Disc 2 of Top 20% Seminar Disc 3 Disc 3 of Top 20% Seminar Disc 4 Disc 4 of Top 20% Seminar Disc 5 Disc 5 of Top 20% Seminar . "I'm Not Interested" - What to do with your calling that will help eliminate hearing this! Good stuff. . Build a Connection Immediately - this is a great training how to deliver any information on the phone. . Door to Door? - This is a method that I do not recommend, but it does work. This is for those who enjoy the outdoors and like to make something out of nothing - pulling sales out of thin air.

Recent Posts