"Your Life Insurance Sales
Training May be Incomplete"Increase Sales Coach
Cheryl
GETS RESULTS sales training can't
GETS RESULTS sales training can't
If Your Training is Limited to
What the Company has Shown You You're Missing Out
When it comes to:
- teaching you how to get licensed
- teaching you all the ins-and-outs of every insurance product, so you can professionally answer prospect questions
- helping you to help prospects to choose the best solutions for them
This knowledge and expertise
is not enough to succeed
You must have this knowledge to function. However, to succeed and build a successful life insurance business you must also know:
- how to promote yourself to get the attention of your ideal highly qualified prospects
- how to carve out a slice of the market that you can dominate
- how to get highly qualified prospects to reach out to you
- how to help those prospects to buy
- how to develop life-time
relationships with prospects and clients that leads to future business
and referrals
The way you're shown to do these things through company training are not the most effective or efficient ways to accomplish this. In fact, some of the ways you're shown to do these things position you as a pesky sales person that your prospects want to avoid at all costs. The better approach positions you as a trusted adviser.
Your Success is Directly
Proportional to Your Positioning
There are several things that you're shown to do that could be effective, but aren't because of the way you're shown to do them. Typically one of the first things beginners are asked to do is set-up appointments with all their friends and family members. The good thing is these are people who like you and trust you and who will be good about letting you practice on them.
However, these wonderful resources are wasted if you aren't prepared to help them help you.
Cold calling is the pat answer to getting appointments, but:
- it's a quick way to run through a large number of prospects who could have been prospects for you, but by cold calling them you've burned your bridges with them and now they'll never work with you.
- it positions you as a desperate loser rather than a trusted adviser
- it puts you in an adversarial position with the prospect
The Salesperson is the Enemy
and the Trusted Adviser is the Expert You Respect
When you start the relationship as a trusted adviser it's very easy to continue to build on and deepen that relationship. When you start the relationship as a salesperson they may like you, however, you will have to prove yourself before they'll ever trust you and that takes far more effort on your part if you can even ever get to that point.
You
Aren't Selling Life Insurance
You are never selling a product. You are selling a life-time relationship. You want every new client to remain a client for life. They will do that if and when:
- the ultimate outcome they want matches the solution you're helping them get.
- they're confident you're looking out for them and properly taking care of their needs.
- you don't just sell them a policy once and then they never hear from you again, rather, you are a consistent part of their lives.
Your Success Hinges on Their
Trust
To develop a viable business you must have systems in place to consistently build on your relationships. If you don't have systems, and if those systems aren't automatic you'll drop the ball. When you drop the ball you're out of integrity with your clients and that puts you at risk for policy cancellations.
Keep on reading...
"7 Secrets Top Producers Know
that You Can Put to Use in the Next 9 Days"
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