What Makes You a Successful "salesman"?

[machine]

I have been trying to absorb as much information I can about the insurance industry. On the sales side of the business, I want to know what you guys think makes someone good at making sales. I've heard a lot of people say to listen, rather than talk. Any good book recommendations? Website recommendations? Thanks in advance.

 

[russelltw]

jeff gitomer is good

 

[GoPokes]

"Advanced selling strategies" by Brian Tracy

"Secrets of Closing the Sale" by Zig Ziglar

 

[Mplswilliam]

A couple books I have read in the last 3 months,

How I raised myself from failure to success in selling by Frank Bettger

Think and Grow Rich by Napoleon Hill

Reading now,

The Closers by Ben Gay III

 

[Rearden]

I have been trying to absorb as much information I can about the insurance industry. On the sales side of the business, I want to know what you guys think makes someone good at making sales. I've heard a lot of people say to listen, rather than talk. Any good book recommendations? Website recommendations? Thanks in advance.

Selling successfully requires keeping a pipeline full of prospects, following a proven sales system consistently, and learning how to close effectively. While also having the right mental focus, especially through the hard times.

Selling final expense insurance is different than other one-call close scenarios, as the insurance sale is an on-going, lifetime commitment, as opposed to selling a car, et cetera; it can be cancelled anytime and you get charged back. Therefore it's more consultative and low-key.

My advice is to team up with a proven professional in the business, via an IMO or a captive agent to learn the business, and more specifically to learn how to sell.

 

[Frank Stastny]

I have been trying to absorb as much information I can about the insurance industry. On the sales side of the business, I want to know what you guys think makes someone good at making sales. I've heard a lot of people say to listen, rather than talk. Any good book recommendations? Website recommendations? Thanks in advance.

Become an expert on the product you are selling, not just well informed. Know how to break what you are saying down in the simplest most basic form so they understand what you are talking about. Avoid using insurance terms, the kind you would use when talking to another agent.

Don't try to "sell" them anything. Have a relaxed conversation with them while educating them using factual information presented logically so they can understand it.

Know how to interpret their body language and if showing them something watch their eyes to make sure they are paying attention to what you are talking about.

They will "let you know" when it is time to close by what they say if you have honed your listening skills. When you perceive they are ready just say something like, "I just need your SS number to get this started, place the app on the table and be prepared to begin writing.

If done properly you will have guided them to the company and the policy that is the best investment of their premium dollar.

At all costs avoid gimmicks, tricks and goofy statements like "Now Mrs. Smith, isn't it a beautiful sunny day, wouldn't you like to have a policy like that?".

Be yourself and sell it to them like you would like someone to sell you a policy. If what you are doing wouldn't prompt you to buy from the agent what makes you believe that they will buy from you?

 

[Mark]

Most of the agents that made it, didnt let anything scare them and were not afaid of failure. There are go getters and love what they do.

 

[TPAAgent]

"Liars and Buyers"

I've seen these so-called "slick willy's" come into this business from the cell and auto industry etc and 75% of their business lapses- Are they great salesman? eh..

There are chargebacks and underwriting much like potental car buyers looking to finance-

I've been in it so long I don't even push like I use to-

I got a pretty good sense about peoples buying habits in regards to insurance- I dont waste my time and spinning wheels on "liars"

I'll do my presentation and try and let the product sell it self-....lets be honest- its pretty frekin straight forward stuff...its not some electronic gadget with 1000 features you're trying to sell

After my presentations last line- I let it sink in for a second, then tell them- "it's a pretty nice product and something everybody needs wouldnt you agree?"

I'll reach down and begin to grab an app and ask that I'll need to verify their drivers license... If they balk at purchasing right then, I'll ask a very simple question... "Are you looking to have something enforce withing the next 30 days?"

The only answer "I" will accept is "yes".. They start saying they want to think about it, talk to their children or whatever- I bag up, see my own self to the door and tell them here's my card If I can be of any help, call me and I'll come out to enroll them..

Dont waste your time with Liars.. move on...

 

[mfancher]

Ask Questions and be yourself and most of all DO WHAT YOU SAY YOU WILL DO!!