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Sales Coaching To Increase Insurance Sales |
By:
Cheryl A. Clausen |
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Sales Coaching to Increase Insurance Sales
Cheryl A. Clausen
In any business the first sale is the hardest sale and the insurance industry is no different. When you focus on the right sources you can increase your sales and reduce your efforts. Treat your business like a business, and control how and where you invest your time. It's easy to get caught up chasing after the wrong sources, and when you do it's reflected in your revenue. Being busy isn't being productive. Productivity is about doing the right things at the right time with the right sources.
Focus on your existing customer base and their future potential because that's one of the easiest ways to increase your sales. But don't look at all existing customers as being equal. Recognize that the potential among these existing customers varies dramatically There are three ways this potential varies.
Existing customers hold a potential for: development of a profitable target market for you, repeat and expanded business, and referral to other high potential prospects. Even veteran agents fail to identify profitable potential target markets among their existing customers. Development within a specific target market is one of the quickest ways to develop a highly profitable solid business for you. Look beyond product purchases to customer demographics to discover your potential target markets. Among your customers there are some you enjoy working with that have a high potential value. Pinpoint the commonalities among these customers so you can find more people just like them.
The annual review serves to help you to identify opportunities for business expansion. All customers don't have equal potential for business expansion. Past notes and good questions help you to develop a list of the customers who are most likely to do additional business this year. You want to focus more time and energy on this list of customers than with customers who aren't likely to have additional needs until some time later.
Don't ignore and neglect customers who don't have more potential in the immediate future. You can expect low retention rates and dissatisfaction if you do. Make sure you stay connected with every customer to maintain your relationship. Make this process as automated as possible. A referral system will help you to shore up your insurance sales success by making sure you properly maintain your customer relationships.
You know you're supposed to ask for referrals, but you hate doing it because you feel like you're either pressuring your customers to cough up a referral or you're begging for them. That's because your current approach isn't a very good one. And because you don't know what to really ask for. When you gain clarity about the target market you want to focus on and who within that target market has the greatest potential for you it will be easier for your customers to help you to make connections and they won't feel pressured to do so or like you're begging because you approach it differently.
Author: Cheryl Clausen can help you get where you want to be. Look here to see how your Sales Skills measure up. Could you succeed faster if you just had more time? Improve your Time Management Skills, check this out You are welcome to reprint this article - but get your own http://www.uberarticles.com/?id=26656&b=79 unique content version here.
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Article Source: http://www.statssheet.com/articles/article63649.html |
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