When a sales call isn’t going your way, tension builds quickly as you scramble to find some last second Hail Mary question to keep the conversation going.
The problem with that strategy is it often annoys the prospect even more, which makes them even less likely to want to take your calls in the future.
Here’s what I’ve found that works best in these situations:
|Plant a seed
Planting a seed means:
- You’ve recognized that this call needs to come to an end, and
- You want to leave them with something that causes them to keep bringing their thoughts back to you, every time a “trigger event” happens.
Trigger events
A “trigger event” is when something causes your prospect to feel a pain that you can solve for them. It’s their hot button. It’s something that makes your prospects stand up and say “Help me solve this problem — and I'll pay you for it."
Recommended For You
Want to continue reading?
Become a Free PropertyCasualty360 Digital Reader
Your access to unlimited PropertyCasualty360 content isn’t changing.
Once you are an ALM digital member, you’ll receive:
- Breaking insurance news and analysis, on-site and via our newsletters and custom alerts
- Weekly Insurance Speak podcast featuring exclusive interviews with industry leaders
- Educational webcasts, white papers, and ebooks from industry thought leaders
- Critical converage of the employee benefits and financial advisory markets on our other ALM sites, BenefitsPRO and ThinkAdvisor
Already have an account? Sign In Now
© 2025 ALM Global, LLC, All Rights Reserved. Request academic re-use from www.copyright.com. All other uses, submit a request to [email protected]. For more information visit Asset & Logo Licensing.
