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Nancy was also polite but she took time to ask some important questions about her current insurance company that she will be able to use to her advantage when comparing companies. If Nancy has exact same price as Tom she would most likely have advantage.
Agent 3: Hi Jill. This is Joe from Huge Insurance Company. Is this a good time for you? How is life treating you? Jill, I see that you live on Vine St. Do you know Bo Neighbor? He is one of my clients. It says on paperwork from HometownQuotes.com that you are a writer? What type of writer are you? You know my wife was trying to break into that business, what sort of tips could you give to help her out? Anyway, sorry about my rambling there, I just find it important to get to know each of my clients on a more personal level than what kind of car they drive. It is also important for me to know that you feel same way. I know you could call 1-800-555-Quote and get a price but I want you to know me and my family same way I want to know yours. So, what is going on over at your current company? Oh yea? Well tell me Jill, what are some of things you really like about your current company? I think we will be able to offer you some solutions that will be comparable to your current company in some ways and exceed them in others. I will take some time to prepare a proposal for you, when is a good time for us to get together so I can present that to you? Great I will talk to you then.
What has Joe done? He was polite, learned about what was going on with her current company and most importantly in short amount of time he had with her he became her friend. He knows personal stuff about Jill and Jill knows same about Joe. Sure he may or may not have best price in town but as long as he is in ball park he has a chance at business. This is a chance that he probably would not have had if he had been even $5 more than first two agents.
I can promise you this: There is no better felling than closing deal on a new client than when you cost them more money that what they were currently paying and they came to your company because of you. Take a chance on this one and try to be way different that your competition for one week. All you have to lose is some time. If you are selling on price alone now you will still have same price, you will just deliver it in a different manner. After all, my Dad tells me all time that "if you put it in one end of pipe, it will fall out other." In other words if you quote enough people you will eventually write business. I guess I just want more of my "it" to get to other end of pipe.