Wednesday, February 1, 2017

The Overcloser, The Undertaker and Other Nomenclature

Ever wanted to tell someone to shut the hell up?  I have.  This is not because I’m an asshole, though that could be argued.  It’s because I have a desire to help.  We can talk about why some people like being helpful while others prefer to see their peers fail at a different time.  


The best salespeople stop at “Yes” instead of rambling on.  Why?  Because after the “Yes,” anything you say in an attempt to strengthen your client’s conviction has the opposite effect.  Think of the Overcloser as a clingy girlfriend or boyfriend.  These people tend to be insecure, suspicious, and too accommodating.  The things you found attractive about this clingy girl, guy or salesperson get eroded by their own exaggeration.  

It isn’t always what they say after the close has been made.  It is the way they are making the client feel about them.  And the feeling is pursued, or let’s say overpursued. You don’t have to attain the level of Glenn Close in “Fatal Attraction” to make your prospect feel overpursued.


People want what they can’t have.  You can create power in the ability to deny access to yourself.  You have to make yourself desirable.  Then you have to hold something back, or at least seem like you are.  You have to be a little mysterious if you want to be the best at sales.  The Overcloser reveals everything and saves nothing for a later time.  All used up, the Overcloser gets tossed out with nothing to show for his efforts but a new hatred for white bunnies.


Let’s talk about what’s at the other end of the spectrum.  The Undertaker.  Yes, the wrestler.  I wouldn’t say my 11 year old son has revived my childhood interest in professional wrestling.  However, I noticed as he is watching the WWE on Hulu, that The Undertaker is still just as I remember.  He is a man of very few words and in the business of sports entertainment, he seems much less clownish than the rest.  Here is what is important.  Among his peers, he seems to carry uncommon credibility.  His character/persona has worked for over 25 years making The Undertaker the longest running character in pro wrestling.  Take it for what it’s worth, but you can draw inspiration from some pretty varied sources.  In this instance, we can use some characteristics in our practices.  Here are a couple.



Stoic:  He takes blows without showing pain, emotion.


Laconic:  Using few words to make a point.



Look, even if you do know everything about your product, that does not mean the client wants to know.  Your best clients don’t want to know how the sausage is made.  If you force too much info on them, they will lose their appetite.  Be strong, but welcoming.  Ask perfect questions and give anvil solid responses.  Learn how to sell the right way so you don’t show the anxiousness of the Overcloser.  Be a Goalminer (Or a Goalminer's daughter if you're a country singer).  Dig through all the worthless info and figure out what your client’s goals are.  Then put something in place that helps the client achieve them.

-Insurance Professor