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I find that folks will purchase from another for a few reasons. One is if it will benefit them, two if it will benefit others, Three if there is a future need, Four to make a Change from a current provider.
I myself approach someone without a script because I not only believe in my products or services but know that I will give them a fair deal and I am completely knowledgeable about our offerings. I always make a polite greeting, state who i am what we do and I ask them a few questions. I then ask for a meeting or if I may send literature and make a later date to discuss. In both second approaches I am prepared to explain how we can provide a solution based on the feedback I received from the questions I asked.I also will always give another providers solution if I feel that their needs may be serviced or a better fit with another company. I will also either give them the other companies information or set up a meeting for them and the other company to meet. For us it is a win/win, either we gain them as a client then or we have the opportunity to gain not only them later but the companies that we refer to clients. The client is happy, the other company is happy (we only refer companies that do great work) and we have put out good will and it always returns.
As for beginning agents or reps. We do provide them with a basic point card to help them when first starting out. We explain fully and have them involved in what we do, so they are excited and believe in our products/services. This always translates into confidence when speaking or meeting with a prospective client. We want to be as genuine as we can and only approach folks who we have researched and we feel can benefit from our service.
Erin
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