Competitor Conversations to Drive in New Business: When You Get Indifferent Responses Flashcards
“Is it ok if I ask you some questions about that?”
Answer: “Not at this time.”
Response 1: “I know you’re busy, perhaps …
I can come by later or meet you for coffee.”
Response 2: “When would be a …
good time?” (never assume everything is going great)
Answer: “I haven’t started thinking about …
(mm/dd) yet.” (goal is to create more urgency for them)
Response 1: “Many carriers are raising …
rates for (date). If we get an early start on this, we can give you a great alternative to the current program.” (start a conversation)
Response 2: Probes that raise doubt – “do they have …
local offices?” Where are their claims people? Are they nationwide?”
Follow-up/end: Ask for …
account name.
Tips to remember: It helps to know names of accounts you do and don’t …
want ahead of time if you suspect you’ll get an indifferent response.
If they are frustrated, they will open up.
