Are Your Insurance Sales Hot like a Bowl of Chili?
Cheryl A. Clausen
When your sales aren't hot you're frustrated and confused. Others make the sales and marketing systems you're using work for them, but they aren't working for you. And you don't understand how that can be possible. I know you have experience with eating. Consequently I think it will be easy for you to relate to the examples I'm going to use. In case you've never eaten chili, it's a hot spicy soup.
When both your mother and someone else follow the same recipe, use the same ingredients and the same tools your Mom's chili tastes better. Both soups should taste exactly the same, so why is it they don't? Given the same recipe, the same ingredients, and the same tools to cook with the difference has to be in technique.
When you try to follow a sales or marketing system provided by someone else the same thing is true. Even though you have the exact same systems when you use these systems you don't get the same results. The reason this is true is because there are subtle differences in your application of these systems and you aren't even aware of those differences. These differences exist for scientific reasons. You're born with natural behaviors and motivators. That means that you don't see things, think about things, or respond to things the exact same way as the person or persons who created the systems your trying to follow.
Neither you or the system is wrong. You just need to make adaptations in how you apply those systems so they better fit you. And when you do the application of those systems becomes more comfortable for you, and you have greater success.
Another example comes from a chili cook off. Everyone is cooking the same thing but everyone has their own unique interpretation of the same dish. One version of the soup is selected as the winner. And there is a direct analogy to your insurance sales success.
Don't look like just another chili cook off entrant to your customers. The problem with your approach is that it looks like, sounds like, and lives like all your competition. If you want to have sales success you have to learn how to present your service in a way that stands out among all the other agents. That doesn't happens unless you're able to create a core marketing message and unique market position that attracts the interest and attention of the right people.
Author: Cheryl A. Clausen can help you get unstuck. Look here to see how your Sales Skills match up. What could you do if you just had more time? Enhance your Time Management Skills, check this out. This article is available as a
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