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What does Strategic Planning have to do with Insurance Sales?
Strategic planning has nothing to do with sales if you enjoy working hard, and struggling day in and day out to hit your sales targets. If you'd rather make more and work less then strategic planning has everything to do with sales. There are two distinct approaches to sales, and the choice is yours to make. Most sales people follow an approach that focuses on high levels of activity hoping that all that activity will result in sales. Both you and I know people who tried that approach, worked nearly night and day yet they still failed. That contradicts what you're constantly being told by sales managers, broker dealers, underwriters, and others.
Sales Techniques to Overcome Closing Anxiety
Perfectly normal people break out in a sweat when it comes time to close the deal. They're afraid to close because they haven't properly handled the earlier steps in the sales process. When it comes time to close it should be nothing more than a natural conclusion to a selling conversation. There are four reasons you're suffering from closing anxiety. The prospect didn't agree to having a selling conversation with you in the first place. The buyer is confused because you presented too many choices. You didn't help the buyer through a thought process that made it easy for them to buy. Or you never got to the emotional reason the prospect should act and act now.
Insurance Sales: Don't be Accidentally Successful
Are those top performers just lucky? Haven't you ever thought to yourself that salesperson sure is lucky? To you it just seems like they can't help but tripping into more business than you can beat the bushes tracking down each day. In reality top performers aren't lucky, but they sure know how to set up systems that produce their luck. You don't accidentally stumble into long-term sales success you develop systems that produce long-term sales success.
Insurance Sales: Could You be Responsible
No one but you is responsible for your actions. But are you taking responsibility for what happens to you? You decide the actions you will or won't take. You make your own decisions. And the things that happens to you are a direct result of those actions or inactions and decisions. Placing blame, making excuses, and denying the facts hurts you and keeps you from the sales success you want. Yet, you may find that the people who are supposed to support you just make things more difficult, and they don't do what they say they will. When you know this to be true it just means that you have to take on the responsibility and take action to get it done.
Insurance Sales: Don't Quit too Soon
When your sales are down your self-confidence plummets. Sometimes you feel like you can't do anything right. Plus your feeling the pressure of low or no revenue in all aspects of your life. Should you just quit? What if you're on just about ready to make a significant breakthrough? If you quit you'll never know. You can't fail unless or until you quit. Are you ready to admit defeat? Will you always wonder what if the next call or appointment was the one that would have completely changed your business? Before you make the final decision to quit make sure you know exactly what you're quitting. If you're quitting a company that doesn't match your values, a boss that lack integrity, or a product or service that doesn't meet expectations go ahead. You should feel good about it and put it behind you so you can move on to the next thing that does support your values, standards, and integrity.
Sales Coaching: Be Intentionally Successful
You've said it, I know you have. At one point or another you've looked at the results achieved by another sales person, and you thought to yourself that person sure is lucky. Those who have tremendous success in their sales careers are never lucky. They're never accidentally successful long-term.
Sales Technique: Be a Trade Show Attendee not a Booth Owner
You can find your very best prospects at trade shows if you know how to take advantage of the opportunity. Rather than spending hundreds or even thousands of dollars renting a space at the event you can reap the benefits without having to rent a booth. The problem with renting a booth is that you are trapped in your booth unable to roam the event and mingle with the other vendors. As you begin to investigate trade shows you'll find that most are annual events making it easy for you to plan a year in advance. This gives you you plenty of time to plan your sales strategy for using this sales coaching tip. In most cases the event will be held at a hotel or a convention center connected to a hotel. That's great for you because you can rent a meeting room during the event and use a pre-event direct mail campaign to invite prospects to visit you and get a special valuable gift. You could even host a private cocktail hour at the end of the day just for your best prospects.
Sales Techniques: Are You Responsible?
If you don't take full responsibility for your own actions you can't expect to obtain the sales success you want? As a sales coach I strongly urge you to always take full responsibility for your outcomes. Your actions and your decisions produce the outcomes you experience. Blaming yourself or anyone else, using excuses, and denial are all futile. Yes, you may have people who are supposed to support you who just make things more difficult, and they may not do what they say they will; but if you know this to be true you have to devise a plan to keep these people from inhibiting your success. Even if that means taking the action to get it done yourself.
Insurance Sales: You Need a Selling Attitude
Don't confuse a positive attitude with a selling attitude if you want to improve your sales techniques. You can have the most positive attitude of anyone in your field and absolutely stink when it comes to results. Don't try to talk yourself into a positive attitude get a positive attitude.
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