If you wake up

Posted by Arkham on April 6th, 2009


A life insurance agent named Michael was the top seller with his company for the sixth year and was about to retire. His best friend Scott went out with him for their last drink on company time.

Scott said, “Mike old boy, I’ve asked you the same question for the last six years, and you’ve always refused to answer. Now that you’re retiring, why not tell me your secret of how you sell so many life policies.”
“You’re right, Scott, I do have a secret, and I can’t think of a better person to tell it to.”
Rather excited, Scott blurted, “Well, what is it?”

Michael slowly lit his pipe and puffed on it until it was drawing good. He then put his face close to Scott’s and started his tale.
“First, when I’m telling him all the benefits about the policy, and how he should understand that it is his obligation to his family to protect them..”
“Yes, Mike, we all do that,” interjected Scott, “there’s nothing new that you’re telling me!”
“Don’t be so anxious, Scott, let me tell you in my own way.”
“Sorry, Mike..”

Mike’s voice became lower so that Scott had to strain his ears to hear above the bar noise. Then he continued.
“Now, all during my sales pitch I interrupt to ask the client if he feels OK. When he says yes, I look at him kinda funny, but I continue on, stopping every few minutes to either look intently at him or ask him if he would like a glass of water or something.”
“That sounds like an interesting approach,” mutters Scott. “Does it usually end up in a sale?”
“To be honest with you, not very often,” answers Mike. “But the next step works almost every time.”

“For God’s sake, Mike, stop playing with me. What is the next step?”
“Well, next I say ‘Don’t let me frighten you into making a hasty decision. Sleep on it tonight. IF you wake in the morning, give me a call then and let me know.'”

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