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Stop Selling Insurance the Wrong Way

John J. Healy, CEO of NAIFA, recently wrote about the industry’s admission they need to change their approach when it comes to providing professional development, education, and sales training. Amen. This has been an industry-wide fatal flaw far too long resulting in many good people failing out of the business. Say “goodbye” to outdated prospecting methods and “hello” to prospecting techniques that work. Cold calling using techniques from the 80’s is an exercise in futility. No one needs to suffer that much rejection when you could attract ideal prospects to you getting their attention, and getting them to contact you.

Never again will you use coercive manipulative language intended to pressure someone into buying from you. You hate it your client’s hate it and it’s completely uncalled for. Instead, look into a future where you and your prospects have a mutually enjoyable relaxed conversation. Imagine a future where you help them understand how to fulfill their needs. A future where you actually are a trusted adviser rather than simply calling yourself one while behaving like a pushy salesperson. Hoorah, the canned “presentation” is dead. Not only was it a complete waste of your time to memorize a “presentation”, but the instant you pulled it out of your attaché you alienated the prospect. Sales is nothing more than a conversation where you’re seeking to understand. You don’t need a “presentation” to do that.

No more one sale and you’re out. Never again will you position yourself as an insurance sales person. You’ll hold the prestigious position of a trusted adviser. From this point forward you’ll work to make introductions leading to long-term relationships providing you the financial stability you need to thrive in this industry. Put an end to clients walking out the door as fast as you can haul them in. You now understand you are a business owner not an unpaid sales minion for the insurance companies. These are your clients and it’s your responsibility to put their best interests ahead of your own. Your clients understand this about you and that’s why they wouldn’t think of taking their business elsewhere. You’re the first person they recommend to their friends and peers.

Yes, this is the future that could be yours once you stop selling insurance the hard way. Once you understand how to position yourself for productive prospecting, follow through with a co-creative sale process, and build life-long relationships. I’d like to close by asking you one question, “if the industry admits they’ve failed in these areas do you have time to wait for them to get up to speed?” What would happen to you and your business if you took responsibility and got the help you need to succeed now?

Article Source: http://www.noviceinvesting.com/Article

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