| While you can obtain self-confidence, insurance sales | | | | prospect is a sale. Never can an insurance sales |
| confidence training skills must be learned. Selling | | | | person prejudge a situation. There is only one way to |
| confidence training teaches skills to make attitude | | | | think, and that way is to assume your prospect wants |
| adjustments and sales judgments. Find out why it is | | | | to buy. The prospect wants you to be enthusiastic |
| critical that you should assume the prospect is going to | | | | about the product that you are offering. |
| buy, and why a lost sale is not always your loss. | | | | Selling requires enthusiasm in believing you are offering |
| If I was still a sales trainer, I know the first two | | | | a product that is needed, and needed right now. Lack |
| questions I would ask the insurance sales agent. The | | | | of self-confidence and doubt that you are offering the |
| first question is, "What do you think your chances of | | | | best products are sales killers. Most representatives |
| making an insurance sale are?" The second question is | | | | are entirely dismayed when a sale does not occur. As |
| "How will you feel if your selling presentation ends with | | | | a result a good dose of self-blame is given. That |
| the prospect not buying?" From these two responses, I | | | | reflects a lack of training in what attitude you should |
| can tell how much sales confidence training you need, | | | | have if the prospect does not buy. |
| and what skills you have already obtained. | | | | Sure, it is a financial loss to you when you do not sell. |
| Typically, an agent tries to be honest and replies that | | | | Reverse your thinking. I say it is the prospect that has |
| the chances of selling the prospect are around 30%. In | | | | lost by not buying. In fact, by not buying a prospect has |
| reality, I am trying to see if the agent does the normal | | | | left the financial future blowing in the wind. You can |
| prejudging of a client. The agent answer is based on | | | | recover money wise by making a sale on your next |
| his or her past experience. These experiences cause | | | | appointment. Mentally you will become a stronger seller |
| the rep to fall into a pattern of thinking the prospect will | | | | every time you tell yourself that it is their loss by |
| probably not buy. Going into the presentation with this | | | | refusing the opportunity to gain financial security. |
| attitude, the agent's original answer of about one in | | | | There are thousands of available people willing to buy. |
| three will hold true. | | | | Get yourself trained in handling your attitude before |
| The answer I want to hear is a confident 100% reply | | | | and after a sale. Shoot for a 100% closing ratio, and |
| when it comes to closing skills in making a sale. The | | | | when you move up to 66%, your income has doubled. |
| agent lacks confidence-training skills. It is useless to go | | | | It is time for a personal attitude adjustment. |
| out on a presentation unless you already assume your | | | | |