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Translating Concepts Into Actions For Insurance Sales Success |
By:
Cheryl A. Clausen |
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Translating Concepts into Actions for Insurance Sales Success
Cheryl A. Clausen
When you begin to learn how to sell you're learning at a conceptual level. Everything you read and hear sounds pretty good. After all it has worked for other people it should work for you, right? Well, yes and no. Yes, it has worked for other people. But you aren't other people you're you and what worked like gang busters for someone else may be a total flop for you.
You aren't a failure just because the idea didn't work exactly the same way for you as described. It does mean that you'll have to take the concept and learn how to adapt that concept to fit your particular situation and your particular attitudes and skills. At this point all you know for sure is that you're having trouble translating a concept into actions.
Start by making sure you're very clear about who you want to attract and what you do. In my experience, if you're currently having problems implementing sales ideas in all likelihood your problems start here. You need to be very clear about who you want to sell to and you need to learn enough about those people to know exactly what they want and why. The more clarity you have about who and what the better job you'll be able to do communicating to your prospects in terms of the big thing they want to get when talking about what you do.
Without this underlying understanding within you it's impossible to convey it to prospects. Plus prospects don't care a whit about products, so you should never talk to them in terms of products you should talk to them in terms of desired outcomes. When you're using a prepared presentation provided to you by the source of your products the focus is on the product not the prospect, and that puts you in a bad position with your prospect.
Remember you want focus on the prospect not on what you want. Whenever you learn about a new selling concept ask yourself how you would feel if you were on the receiving end of this idea. If you don't think you'd feel comfortable you won't feel comfortable when you try to translate that concept into action.
Verify your thoughts and when you notice a prospect's negative or uncomfortable reaction you'll know the idea isn't right for you and your situation the way you've implemented it. This just means that you don't have it right yet because when you do get it right it will feel like you and the prospect are moving together to the closed transaction.
What can you do to adapt this sales concept to better fit you and your prospect? Usually there are parts of your prepared sales presentation that have value and that you can effectively work into your sales conversation at the appropriate time, but unless you're holding a group sales presentation don't use prepared presentations. Instead learn how to translate selling concepts into selling conversations. When you're doing all the talking or following a script you aren't having a selling conversation. A good selling conversation involves having the prospect do most of the talking while you guide them along the path to the end they want.
Author: Cheryl Clausen can help you get where you want to be. Enhance your http://business-coaching-for-agents.com/sales) Sales Techniques, get her free analysis. Increase your sales today through http://business-coaching-for-agents.com/MbrSales) Sales Coaching, look here. This and other http://www.uberarticles.com/?id=15155&b=79 unique content 'insurance sales' articles are available with free reprint rights.
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Article Source: http://www.statssheet.com/articles/article61770.html |
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