In today's episode of the Explain This Book To Me podcast, host Joshua Lipstone, continues his discussion with David R. Carothers, CIC, CRM, the author of the book, The Extra 2 Minutes They discuss the steps you need to take to book the appointment, how to confirm the appointment, and how you need to prepare for the appointment. You even hear a dad joke or two, but you’ll have to listen to hear.
Episode Highlights:
David shares that the best way to get a hold of him is to visit the Killing Commercial website and if you’re looking for a one-stop-shop to learn as much about him as possible, their website is probably the best place to go. (1:33)
Josh mentions the next section of the book, which is setting appointments and it starts with Chapter 9, Booking The Appointment. (2:09)
Josh shares that bullet point scripts allow you to hold your team accountable, you're able to listen to their calls, and you can see if they're following the script, and if they don’t, you can indicate how they can improve and be able to hit their numbers. (3:50)
What are some bullet points that they can use when they call on a prospect to discuss workers’ compensation? (4:08)
David mentions that subconsciously, the human brain feels in control if they say the word no. (6:19)
David shares that their new model allows the person on the other end to feel in control of the conversation. (6:26)
David explains the script called, the two no’s to the yes. (8:20)
Josh says that it sounds like people need to go to college and study psychology if they want to be a good salesperson. (9:41)
Josh mentions one of the points that David said multiple times and it is, when you engage with the prospect in the first meeting, you tell them that you’re there to sell a product, and you’re there to help them solve a problem. (11:02)
Josh shares a classic rejection response, how would David respond to that type of rejection? (12:13)
Josh mentions that in the book David talked about the objection where they say, “we shop every year, and we always have the best price.” Is this the type of prospect that the loyal readers should go after? (13:53)
David explains the two different ways of considering the objection. (14:43)
David thinks that most of the time, agents or any salesperson that’s out there don't take the time to quantify what they are working for or the hourly rate they are willing to work for. (15:38)
David talks about the conversatio