Keeping Up With the Joneses Part 2 | Shoptalk Series Episode #86

In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck talk about two more key impulse factors to help you close sales: fear of loss and a sense of urgency. 

Episode Highlights:

• Kyle introduces two additional impulse factors that can help you close sales: fear of loss and a sense of urgency, which he mentions go hand in hand with what they represent from the potential customer’s perspective. (1:26)
• David explains that Mineral is a good tool to help prospects understand the fear of loss. (2:40)
• Kyle shares that a sense of urgency is a way of letting prospects know that you are not going to take a lot of their time. (6:04)
• David shares that in a cold-calling situation, an icebreaker can simply make it or break it. (8:13)
• Kyle talks about having a sense of urgency for ourselves and not only for our clients. (9:47)
• Kyle and David did a cold calling roleplay to give an example of how to pitch with all four key impulses. (12:50)

Tweetable Quotes:

• “If you’re paying for it and not giving it to people, how are you using that to generate new business?” – David Carothers
• “When you’re cold calling, you’ve got to get their attention right out of the box. You can’t just go in and say, I’d like to talk to you about your insurance and risk management program.” – David Carothers
• “I would walk in, I would ice break, use some Jones effect and some indifference. And I would add some sense of urgency at the very end of it and say, ‘I’m just looking to introduce myself, you know, real quick to the person.’ So that real quick part, that’s the sense of urgency.” Kyle Houck

Resources Mentioned:

• David Carothers
• Kyle Houck
• Florida Risk Partners
• The Extra 2 Minutes