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Insurance Success Tips and Tricks - The Greatest Known No Pressure Sales Person
Author: Donald Yerke
Wow, what if you, as a sales person could start out with a bag of insurance success tips and tricks? If would be especially rewarding if it come make you a no pressure sales person.A insurance sales person is trained by their company to use so much pressure that both the prospect and sales person are drained. The agent is often dripping with sweat by the end of the presentation. A no pressure presentation is relaxing for sales person and beneficial for the buyer. Here are 6 proven tips to put into use.
THE ONLY INSURANCE SALES PERSON IS A NO PRESSURE SALESMAN
Until you reach that stage you are merely a trainee, hoping to last enough to become a confirmed sales professional. Too many sales are lost because the sales person financially needs this sale and is worried the presentation will end without one. If you are using the presentation your company gave you, you have reason to worry. You will be entering the combat zone where the prospect will fire out an objection, and then you must wait to fire back overcoming the objection.
THE PROSPECT BUYS BECAUSE OF YOU, NOT BECAUSE OF YOUR PRODUCT
You are ready to lose the sale before you begin if you feel you must have the best product at the best price. With a decent prospect, the way you give the presentation determines 80% of the outcome. To become a no pressure sales person you must completely discard your company presentation, which is no more than a pacifier for people that can not sell. This is an insurance success tip, that MUST be followed.
IT IS FALSE THAT CLOSING OCCURS AT THE END OF THE PRESENTATION
View a presentation like a steam pressure cooker that you must shut off if you want to get a sale. Leaving closing to the end and you certainly get burned. A super insurance agent starts to ignite closing techniques very early. No Fear. This problem of fear of not getting the sale comes from your natural fear of rejection. To stay in the sales survival game you have to learn to overcome this fear. A problem is already on the way to being solved when you identify the problem. Realize this fear isn't real, it is something you falsely created in your mind. To become a closer, you must destroy fear now. Fear builds tension causing objections to pop up. These in turn lead to losing sales.
THE MIND FRAME OF A GREAT SALES AGENT
You must desire with complete determination that if another salesman can do it, you can do it . A super salesman only becomes super upon finding this nugget of gold.. The nugget is engraved with the wording, "if you want to be the greatest you have to do what every other salesperson is not doing." Starting right now by convincing yourself why change must occur instantly. Before putting it where it will collect dust look at all the poison in your sales book. What does the picture of the home office do to help you?. Useless page after page. Your canned presentation stirs up conflict and controversy within your prospects mind.
HOW TO BECOME THE GREATEST KNOWN NO PRESSURE SALESPERSON
Start realizing your presentation must not cause your client to feel the least bit of discomfort or pressure to buy. You are never going to ask your prospect if they are ready to purchase your product., You will be persuading your prospect to invest in your product. YOU MUST be in FULL control starting when you shake your prospect's hand at the door. YOU must tell them you need to sit at the table, you must tell them to turn off the television set. If the spouse will not join the presentation, refuse to give the presentation. You are defusing all the pressure time bombs and excuses now and forever. Now when the stage is set, its time to become Mr. Nice Guy and spend a fell minutes asking about their hobby collection, which is there favorite piece and why.
START YOUR CUSTOM PRESENTATION
Before you write your new presentation, you should jot down every objection your client could give you, like cost, think it over, just comparing, etc. ALL of these objections must be covered in a third party way or story example Before they come up. How can the prospect throw you a grenade when you already detonated it? Will the world end tomorrow if your prospects do not buy? They don't need your product, so you concentrate on stimulating their emotions to want it so bad, that they won't let you leave until it is theirs. If price should ever be muttered, you stay in control and ask straight out if your prospect can't afford it. If the reply is yes or probably, respond with , "To save us both time, if I could show you a lower price option would you be ready to make room in your finances to take action now?
Remember that even an experienced agent with a personal bag of tricks and tips does not close every sale. However if your presentation went without pressure you must leave telling yourself this. "It's their loss not mine, now its time for an easy sale". There are endless quality prospects.. As you become more skillful, the only pressure will be deciding what features you want your new truck or car to have.
Well published author, Don Yerke likes to concentrate on what you don't know or what no one else dares to print. Tell it like it is.
Watch for his new paperback book debuting on Amazon early this summer. It is loaded with great insurance marketing and recruiting information.
Come and get your FREE "Think and Grow Rich" Ebook by Napoleon Hill instantly. The website address is http://www.agentsinsurancemarketing.com
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