Cracking the Code to Increased Sales
Dallas, TX-October 1, 2005-
Insurance sales is not rocket science, but there is a combination
of activities that when performed together can yield great results.
Award-winning health insurance professional Pat Archibald has put together
6 tips for increased sales (www.byoib.com).
-
Listen to the client. Successful salespeople always have a great
and positive attitude. They make a sincere effort to help their
clients, not just sell them. They listen to their clients' needs
and present solutions based upon that information. Ask the client
what their reason was for buying from you or why they didn't buy
from you. Listen intently to the answer, as it will guide you in
future efforts.
- Be consistent
and keep things simple. So many agents are just after the big score
and miss out on the smaller opportunities, which over time, add up
to big numbers. It's like a game of basketball. During any given game
there will be some crowd-pleasing scores, like a 3-point shot. But,
the consistent game-winning scores come from a series of simple lay
up shots. An agent who stays consistent with the 'sales lay-up' will
be ready when the 3-point scoring opportunity comes.
- Stand out in
a crowd. Insurance is a highly competitive field, so it is important
for an agent to differentiate himself from the pack. One way to accomplish
this is to use language or gestures that let the client know that
his needs are understood. Once the agent makes clear to the client
that he identifies with the clients needs and concerns, the barrier
is broken down and a dialogue can begin.
- Play the numbers
game. After all this is sales and sales do not get made without appointments.
While cold calling and "walking and talking" may not be
fun, they are very necessary. It can take an average of up to 30 calls
to schedule one appointment, so most successful people will schedule
a minimum of 10 appointments per week.
- Set goals. Treat
each day independent of the one before and set a goal for that day.
Then set goals for that week, month and so on. Make sure the goals
are realistic and attainable. It can be very easy to get discouraged
when goals are not met due to unrealistic expectations.
- Ask for referrals.
At all points and all stages in the sales process it is crucial to
obtain referrals, even if a sale is not made. Without referrals an
agent will only reach half of his potential. If the clients' needs
are being met then they are normally more than willing to give referrals.
While
each of these tips is different, they have a common thread… discipline.
Without discipline you will find yourself going through the motions
and never fully mastering these concepts.
If
you discipline yourself to have a positive attitude, keep things simple,
differentiate yourself, make the calls, set realistic goals and ask
for referrals you will crack the code and find yourself in the elite
group of successful salespeople.
Pat Archibald is the VP Sales and Marketing for Insurance of America Agency,
Inc. A marketing leader in the insurance industry, Dan has worked in
operations and sales and marketing at some of the nation's largest insurance
marketing organizations. He is the recipient of over 85 industry awards
including a coveted 'Million Dollar' gold ring from the agency's founder.
Insurance of America specializes in both operational and sales and marketing
support for those individuals wishing to build their own successful
insurance business or marketing organization.
Contact us now ---Click here
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