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Here is a simple plan to make an appointment over the telephone with a life insurance prospect. You call Mr. Neill and say to him, "This is Earl Prevette. I called you, Mr. Neill, to tell you about the most talked-of life insurance plan in America today. This plan does five definite things for you. "First: It creates an estate for you and your family. "Second: It establishes a sinking fund. "Third: It pays all future premiums in case of disability. "Fourth: It pays annual dividends. "Fifth: It provides a guaranteed income for you any time after the age of fifty. "Mr. Neill, these guarantees may prove very valuable to you, and, with your permission, I will be at your office at 10:30 to see you That's fine. . . . Goodbye, Mr. Neill." "Where can I go today? Who can I see today?" If at three o'clock in the afternoon, someone in the theater were to shout, "Is there a salesman in the house?" over half of those present would stand. Idle hours become selling hours when a salesman uses the telephone to make appointments. He has more prospects than he can see. Running around in circles takes energy, but it does not produce results. Many good salesmen, foundered on the rocks of discouragement, could be turned into real producers by making the telephone their junior salesman. There is another group of salesmen who cover large ter- ritories, possibly several states. It costs more money to travel than it does to use the telephone; many of these salesmen could save themselves time and money by using the tele- phone. Many times during the year, salesmen travel perhaps 100 or 200 miles to see a prospect, and, on their arrival, they find the prospect is out of town. This wasted time and effort can be eliminated by making appointments over the tele- phone. Always remember this: If a customer or a prospect HOW TO MAKE APPOINTMENTS 129 will not make an appointment to see you over the telephone, he will not see you when you go in person. If he does see you, it will only be for courtesy's sake, and your chances of doing business with him are very remote. Making appoint- ments over the telephone teaches the salesman to put a value on his time. It trains him to be more specific and definite about his product. He talks straight from the shoulder. This makes the prospect sit up and take notice; he acts with more consideration and tolerance, and has more respect for the salesman. |
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