Selling: 101

[axeman462]

This is a Thread that I thought was a good from the "non-insurance related section" started by Stagg313 http://www.insurance-forums.net/for...scussion/selling-101-a-t71433.html#post940333
i had suggested that he move it to the "General" section because it seems almost nobody looks in the non-insurance section, and that it would get more traction in this section. so lets get the convo started!

Stagg's Original post:

I keep seeing some really terrible sales people, not only in the insurance industry but all industries. So as a successful sales person that has a track record of success for my former companies. Including LA Fitness, Anytime Fitness, and GNC. Here is what I've learned to have a 60%+ closing rate, and yes it's applicable to insurance.

1. Don't sell what you don't believe in.
I'm sure we all see it, people come in our industries as fast as they leave. They don't see the point of the industry for something other than a job. Find a product you believe in and you feel passionate about. I find annuities and income replacement incredibly appealing.

2. Learn about your industry and products, separately. Don't associate a company with the industry and lump them together. Each company offers different values to each and every one of your customers, not every company and every product is perfect for each customer. It's what the customer values.


Now that I have got the 2 major ones down I want you guys chime in on what you find the most successful sales people do, that the burn outs don't. I can keep this list going on and on by myself, but I'd love to learn what others are doing that I may not be doing.


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[Cash]

Working for GNC and believing in your product.... that was good for a laugh.

 

[pcbinsurance]

He was in sales for 3 places where people just walk in. How is that applicable to insurance sales? Someone wanting CoQ10 supplements is a far cry from getting someone to buy life insurance.
His successful track record in selling a gym membership or supplements does not translate. I'm not saying you won't be successful selling insurance but you need more of a hunter mentality than to sit and wait for them to come to you.
I was a successful Army Recruiter but that didn't help me a bit selling insurance.

 

[Rearden]

I recommend all new agents select a product marketable to the masses, where the success is emphasis is more weighted towards activity instead of technical know-how.

Sales always takes a back seat to prospecting. New agents need to dial into and COMMIT to either a marketing or prospecting system and let that be your primary focus, versus learning how to execute the Ben Franklin close.

Sales is akin to the old Guild system, where neophytes learned the ropes from a Master craftsman. It is highly recommended that a new agent finds a trainer or mentor he can model, interact, and learn from. No salesman should want to be an island.

 

[axeman462]

I think one mistake new agents make is focusing too much on the commission. First focus on helping the customer. Commissions will come naturally.

Customers can sense when a salesman is only thinking about their wallet. Your commission should be the last thing you think about when in a house. If you trust the sales cycle (which is another thing new agents need to learn), new agents will learn that commissions are merely a bi-product of building the rapport and doing the right thing for the customer.

 

[TC004]

Excellent post axeman