Don't Waste Time When You Are Prospecting
I would love to tell you that sales training in the
Insurance industry is geared towards making agents successful. Although you
would think this to be true the reality is, most sales training that is geared
towards getting you business is a waste of time.
Why do I say that? Consider these statements:
1) Get use to hearing more the word "no"
2) You have to knock on a lot of doors to reach your goal
3) If you want to make a lot of money in sales you have to
focus on cold calling
There is some truth in these statements. But let me offer
some insights into the reality of what these statements mean to the salesman.
1) If you get us to the word "no" then you have to
get use to failing. Every sales call you go on you need to expect to hear a
"yes". Negativity does nothing when you goal is to generate positive
results. How can an agent get excited about hearing the word "no"?
Who can keep getting up and taking the abuse of being told no the majority of
each day?
I want to offer you an alternative; Instead of looking for
more "no's" how about looking for people who can offer you a
"yes"? If you are a shoe salesman trying to sell shoes to Indians who
don't wear shoes, you are asking for a very negative experience. But if you
sell shoes to women who tend to buy a fair share of shoes, you may hear
"yes".
2) I am not knocking on doors to look for new business. I am
addressing the foolishness of going out into the marketplace just hoping you
will find a suitable client. That is not true. As agents you must market your
product to potential clients who either already have your product or would
purchase if they could see the benefit. To think that every person needs our
product is certainly old school thinking.
3) Cold calling needs to change. Some companies use cold
calling as a way to avoid spending money on advertising and marketing, using
agents to get their product out to the public. Agents should always look for
new prospects. But you must focus on finding people who do, can or will use your
product.
Years ago I worked for a company that sold dictionaries.
They would put a group of us in a van, drop us off in a suburban area and have
us go door to door asking people to purchase our dictionary. The lie they told
us was "everyone who speaks needs a dictionary." I was young and
dumb. That is not the way to sell dictionaries and we all failed as salesmen to
earn any real income.
Prospect effectively.
Article Source: http://EzineArticles.com/?expert=Jeffery_Davis
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