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Anticipating Inbound Calls in Insurance Selling

Many of us understand the basics of a cold call but do you truly understand that an inbound call can be a cold call as well. Knowing how to approach these types of calls is important as knowing how to place a successful cold call.

In insurance selling there are many times when the prospect may call you and the way you handle yourself with these types of calls will help determine how many more your receive. For instance if you are stuttering and bumbling all over your words on the call from being caught off guard the prospect may not recommend to others to call your company.

In the world of insurance selling you must be prepared for anything…anticipation is often a troubling part of cold calling and it can ruin your call simply because you are thinking about the call too much.

Being natural and having a simple conversation should be your only goal when receiving inbound calls or placing outbound calls in any area. When a prospect calls you it places them in an awkward spot in sales. It usually means they have some interest in your company and need a little more information. Traditional sales techniques would tell you to push them into the sale. However as we have been teaching you this method is very stressing and creates sales pressure even though you have not called them.

The best thing to do is to strike up and conversation and find out what the prospect is looking for and what issues they are facing that brought them to you. Find out who they are and what they are in of this will help you determine whether or not your product will help them at all.

Treating the inbound calls as cold calls can create trust in the prospect or buyer. The sales will come but worrying about them and pushing for the sale will only bring negative responses and make the prospect shy away from the sale all together.

Remember all calls with the prospect should be conversational…you should determine whether or not you can help them first no matter if it is inbound or outbound calls. If you do not answer an inbound call properly you are likely to lose the prospect as well. Finding new ways to talk to our prospects should be something we strive for each and every day.

Article Source: http://www.freeforallarticles.com

Ari Galper, founder of Unlock the Game, makes cold calling painless and simple. Learn his free cold calling secrets even the sales gurus don't know. To receive your 10 free audio mini-lessons visit www.UnlockTheGame.com