John Carpenter’s movie, Big Trouble in Little China, is truly a cult classic from 1986.  The character Jack Burton (played by Kurt Russel) often has witty responses throughout the entire film.  In the scene you see here, he is able to thwart an attack and eliminate the main bad guy.  With his quick reactions, he responds, “it’s all in the reflexes”.
 Now Jack didn’t always make the right moves.  Often his “reflexes” didn’t get him the desired result…until he finally he got it right, at the end of the movie.

As agents we often operate off of our “reflexes” when we are making calls.  We go with quick gut responses and hope to get the desired result.  This often leads us down the road of hanging up the phone and feeling we missed out on an opportunity.  Sure, every now and then we get it right, but in today’s highly competitive market, we need to be sure that we give ourselves the best opportunity to convert those leads when we are making calls.

How do we improve our reflexes?

Some of these tips may sound crazy but believe me, revisiting your fundamentals can bring you some huge results.

  1. Write your scripts down - This will give you a guide so you can stay on track.  It will prevent you from going down the “chit-chat” route so you can keep the focus on getting an appointment.
  2. Practice - Wow, crazy thought here. Get a partner in the office and practice your most common objections that you are having challenges with.  Keep it simple and short (10-15 minutes of practice) and you will stick with it.  Try handling just 1 new objection per day and you will soon have them mastered.
  3. Mirror match - This is a sales technique where you mirror the behaviors of the client to make them more comfortable.  On the phone the most common method of this is to match the tone of voice.  If they speak softly, bring your tone down, to be close to them so they don’t feel the pressure.

Honing your reflexes so you are ready for that “big moment” takes time so be patient with yourself.  You will find that with just a little bit of practice your results will improve quickly and your “big moment” will be each and every phone call.

If you need scripts to handle the toughest of objections, our Buyer Script System is for you.  With 8 Cd’s you will be fully prepared to tackle any phone call.

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