Even a Really Poor Salesperson will Sell a Few
Posted by: Cheryl Clausen in coaching, tags: insurance professional leads, mortagage loan officer leads, professional sales skillsMany service professionals like insurance agents, financial advisors, mortgage loan officers etc. think they just need more leads. Consequently they’ll spend large sums of money trying to buy leads because they think if they just have more prospects they’ll close more business. Leads are great, but you have to know what to do with your leads when you get them, or you’re wasting your money.
In many cases the real problem isn’t a lack of leads it’s a lack of sales skills. You aren’t closing enough of the prospects you meet with. And you aren’t closing enough of those professional insurance leads or mortgage loan officer leads because you aren’t very good at sales even though you think you are.
Given enough appointments you will close some business even if you have very poor skills. But you could close a lot more business if you improved those skills and stopped meeting with suspects. When you have professional selling skills you’re able to control the sales conversation without appearing to do so, and without doing much of the talking.
Think about the appointments you’re holding now. Do you follow a presentation doing most of the talking? Do your prospects seem reluctant to share their thoughts with you? Do you have to push for a close or it won’t happen?
If that sounds like your sales conversations you have a great opportunity to improve your professional sales skills. As your professional sales skills improve you’ll soon discover you need far fewer prospects because you’re closing far more of your appointments. You’ll find that the sales conversation is comfortable and exciting for both you and your prospect. And it will be much easier for you to attract referrals because your new clients will know, like, and trust you and want to tell others about you.
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