Be a Better Sales Rep

Prospects are more likely to be wearier when it comes to sales tactics, so it’s best you avoid an approach that will get the client’s guard up.

Are you guilty of any of these?

It’s an absolute certainty that each one of us has had at least one negative experience with a salesperson who just does not stop pushing and pressuring us into a sale. While many Insurance Agents worry they won’t make a sale if they aren’t assertive enough, others fear it will chase a prospect away. You really shouldn’t create extreme pressure for your leads. The only thing it will do is make them want to pull back, even if your product could be a perfect fit. Look out for signals which would indicate that your prospect is feeling uncomfortable and know when to back off. For example, if your prospect keeps canceling appointments or if they just cannot see the value of life insurance. It will also save the agent time and they can focus their energy elsewhere.

Top tips for you to come across less ‘salsey’:

·         Focus more on having a conversation with someone rather than just selling.

·         Listen to and understand the prospect’s needs. Ask if what they’re offering is of real value to them.

·         Developing a sense of trust with the prospect will help to convert the lead into a sale.

·         If you want to go the email route, personalize each email and follow up that email with a call before or after it gets sent.

Ensure you are equipped with these fundamental sales skills:

·         Prospect Research – know about the person they are visiting; this adds value and shows the person you are in fact interested in them. And not just selling to them.

·         Meeting Scheduling – planning is essential in order to make a commitment to the prospect to meet face-to-face.

·         Build a rapport – this is the first and most important sales tactic, before diving into any sales pitch. The agent needs to make a connection with the prospect first. Find a connection.

·         Ask and Listen – this is a basic sales skill most Agents get wrong. Stop talking, ask more and listen carefully. By listening you will know your sales pitch based on the prospect’s personal circumstances. People love to talk about themselves, give them an opening to do just that by asking questions.

·         Ask for commitment – if you do not ask for the business, you will not get it.

·         Relationship – build and maintain this relationship, whether at the prospecting stage or client phase. Building a relationship is key to continued sales growth.

Follow Up

If you make a promise to the prospect that they will follow up with additional information, make sure that they actually do so. It’s pointless making a successful sales pitch and then never following up. Keep set appointments and don’t be late.

About Jeffrey Berson

40 years in and around the industry has made Insurance a part of my DNA. I have had the pleasure of working with and for some of the greatest minds in our industry. My "Bersonal" View is an attempt to capture some of the best ideas, the best concepts and the best practices in a way that can lead to success for others. It will certainly be my point of view, so please...don't take it "Bersonal".
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