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Insurance Sales: Do You Hate To Prospect? |
By:
Cheryl A. Clausen |
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Insurance Sales: Do You Hate to Prospect?
Cheryl A. Clausen
You know it's something they have to do yet it just isn't something you look forward to. In reality prospecting should be you're excited about because prospects mean you're one step closer to a sale. But you don't like being told "no" and you're told "no" a lot prospecting the way you do now. You'll find it's easier if you have a system for prospecting. Even with a system you have to commit to implementing it or you're no better off. There is a way you could like prospecting.
You can approach prospecting using a face-to-face approach or a direct response approach. Face-to-face prospecting involves: networking, cold calling via the telephone, cold calling via knocking on doors, and asking for referrals. You usually only think of face-to-face prospecting when you think about prospecting.
Typically you have the greatest resistance to face-to-face prospecting. Face-to-face prospecting puts you in the position of being told "no" directly, and that "no" feels very personal. This happens to you because you don't know how to communicate the value of what you do. Another approach to prospecting is direct response prospecting. Even though you'll still get a "no" when the other party isn't ready to buy it won't feel personal. Plus there are ways to make a connection with the "no" so it becomes a "yes" later.
When you have something the people you want to work with want it makes prospecting a whole lot easier. People want knowledge and you can easily fulfill that want and use it to improve your prospecting efforts. But to have that work you have to know what they really want and position your offer in a way that makes them want to take advantage of it.
Most people don't say "no" to someone giving them something they want. When the information they want isn't directly related to what you offer you can still come out a winner. They will value you for helping them to get what they want.
Prospecting is about filtering out the people who aren't right for you and identifying the people who are right for you. Unless you want to work really hard let go of that "I can help everyone mentality". T get business you have to prospect, and if you have to prospect you need to learn how to do it right, and when you do you won't hate prospecting anymore.
Author: Cheryl A. Clausen can help you get unstuck. Find out how your Sales Skills match up. Could you succeed faster if you just had more time? Improve your Time Management Skills, look here. Get your own completely http://www.uberarticles.com/?id=16422&b=79 unique content version of this article.
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Article Source: http://www.statssheet.com/articles/article63589.html |
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