Insurance Sales Success: 3 Things You Never Want To Do
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The three things you should never do are exactly what you're told to do, so this may be shocking to you or comforting. When you do these three things you're setting yourself up for a painful path to failure. It explains why over 90% of the people entering the insurance and financial services industries fail in less than three years. The first thing you never want to do is cold call. If you've tried it you already no it's a low failure ego eroding waste of time activity. Cold calling immediately puts you in the needy category. You wouldn't be calling an absolute stranger begging for an appointment if you weren't desperate. You don't want to put yourself in that position ever. Think about all the time you're investing making those 100 cold calls. Dialing for dollars takes hours. After all that time and effort you're lucky if you've talked to 3 people and scheduled an appointment with one. Then the person who agreed to the appointment stands you up. Even when you do meet with them you find they aren't likely to do business with you because they don't trust you. Yet you continue to waster your time and theirs chasing after them. You have all this time invested without any results to show for it. Hanging out at chamber networking events is the second thing you never want to do. When you think about it the reason is obvious. The only people at those events are starving sales people desperate for a sale. A "presentation" is a pitch and pitching is the third thing you never want to do. When you use a "presentation" your creating an artificial and manipulative sales conversation. This makes the person feel like they're being sold and causes them to distrust you. But you have to get business, so how are you supposed to do that? Instead of spinning your wheels wasting your time on all the things you should never do learn how to do the things you should do and do them. That means you need to learn how to: identify with a specific group of people in a way that gets them to reach out to you, interact with your ideal prospects on their turf, start and build a connection based on mutual respect and trust, hold a conversation with a prospect that helps them to buy. Cheryl A. Clausen Send to friend | Print Article | Back to Home |
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