How to End a Prospect Call to Leave Them Wanting More

July 2, 2018
sales tips

How do you know when it’s time to get off the phone? That’s one of the insurance sales techniques we don’t talk about very often, but should. The right technique can leave a prospect wanting more — pursuing you for products and services rather than you pursuing them for the sale. Here are five things to keep in mind that will leave your prospects wanting more when you say “goodbye.”

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1. Last Impressions Are Almost as Important as First Impressions

Everyone learns that first impressions matter. And they certainly do! How you present yourself to clients in appearance and manner, getting your sales call off on the right foot, all have a lot to do with whether you’ll be able to move the sale forward.

However, don’t neglect last impressions. People tend to remember the beginning of something and the end. What happens in between isn’t usually remembered as well, so beginnings and endings matter. I’m sure you have your first impression down, but do you think as much about your last impression?

2. Sales Professionals Can Learn Something from the “Irish Farewell”

Have you ever heard of the “Irish Farewell,” or “Irish Goodbye”? This is a social custom where a person doesn’t make a big deal about their exit from an event. They may not go around saying all their goodbyes at a party; they simply leave quietly when the time is right. The idea behind this custom is not to spoil the moment for other revelers and not to dampen the energy of the event.

There’s something to be learned for sales professionals here. You may start to think about leaving your phone prospects on a high note after a great discussion of their needs or their insurance options. You may decide it’s better not to belabor your goodbyes. Leave your prospect feeling positive and wanting more from their next sales call could be to your advantage.

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3. Honoring Time for your Prospects and Yourself

One good way to leave your sales prospects with that positive feeling of a great interaction and a desire for more of your professional sales advice is to keep a careful watch on the time. Some say money is a renewable resource, but time is not. This holds true both for yourself and for your prospect.

Your first promise to your prospect is how long your call will need to be. If you say 15 minutes, you need to end the call at that time. Your prospect may have planned for other commitments based on the time you asked for. Going overtime could cause anxiety for your lead, which wouldn’t be a good last impression. On the other hand, there’s nothing wrong with ending a positive sales call yourself when you need to. It signals to the prospect that you are in-demand yourself. If the call went well, your prospect would be happy to have a follow-up to complete the sale.

4. Sales Professionals Win When the Client Chases You

There is something to be said for leaving sales calls on a high note. Most prospects won’t feel shorted or put off if you’ve honored your time commitment to them and yourselves. On the contrary, they’ll be thinking about when they can get you on the phone again. After all, remember it’s that client who has an insurance need they need to fill. If they have a positive experience with you, they’ll want to continue down the sales funnel themselves.

There’s certainly a technique to this. You don’t want to brush off a hot lead, of course. Simply keep watch of the time and the energy of the sales interaction. End things on a high note, but not without clearly communicating with your prospect about the next steps. Make sure your lead knows they how and when they can contact you again for more insights and sales advice.

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5. Learn to Recognize Powerful Moments

There are many interactions in life where positive energy is built up and shared. An insurance sales technique we don’t talk about too often is learning to recognize these moments. And once you can become aware of the energy in a sales interaction, you can use it to your advantage.

You may not think that a strong, productive ending to your sales call will have as much impact on your prospect as a discussion of your service’s value or the lead’s pain points, but it does. How you end a call is still a part of the sales call, and one of the more important aspects of the call, as the prospect, is going to remember how the call ended as much as their first impression.

Final Thoughts

When it comes to goodbyes, there’s a way to leave your aged lead sales prospects wanting more. It’s one of the insurance sales techniques that doesn’t get a lot of discussion, but should. You want to leave your leads with a positive experience, something that they will remember, and they will seek you out for more advice and help to address their insurance sales need. Done right, you’ll have more leads pursuing you and spend less time chasing the sale.

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