Stop selling insurance!

When a workshop organized groups or agents of a speech, I asked how many people are in the business of selling insurance. Inevitably about 25% raise their hands. My answer to them: "If you sell the insurance business, it is very difficult to succeed because you wanted to buy some insurance", it

Nobody wants to buy insurance. No homeowners, auto, life, health or disability insurance ...... just what they provide. They want to use. Believe me, my people what they want, so they can benefit in other ways. So ...... you "sell insurance" Success will be difficult. On the other hand, if you are helping someone in this business is a different story. Now, you may protest such a distinction is semantic issue, but also a focus on sales and the difference between this focus.

How he'd have all their effects with a difference. They are the focus of a sales focus, their attention is to sell! Initial contact is everything from sales point of view to be presented for follow-up. Marketing, communications, presentations, and product and / or follow-up from the company's point of view. Instead of selling that focus on helping you provide will understand that they are more important than the other, the (support) services, they realized their insurance easily create solutions for people.

Let me explain what I mean to do. The following is a sales focused person contacts: "Mr. Jones, my name is Bob Smith and ABC Insurance Company, we have a complete product line to meet your needs, I want to set a time our product exhibition and explain how it is on the exchange. "the center of attention to sell their insurance products that can solve your problems. Focus on the contrary, help people, contacts said: "Ms. Jones, my name is Susan Smith, employee business / reduce the use of their financial security is something to help / interest in protecting their assets is this? "they understand that they have a professional help, rather than selling a product salesperson.

The difference between the methods in other ways to sell is to get professional help, they have a significant effect. Professionals help rather than sell. Their customers, instead of customers / policyholders. Instead, they set up trade relations. They offer solutions instead of sales. They also attract more customers from the acquisition of customers. Than them, rather than to buy and sell. They find opportunities for cooperation instead of competition barriers. This means that those differences. We have been hearing people do business, like people, they like to help people. You've heard the term "trusted advisor"? This is what we are talking about. To help you move it from your sales. Imagine you are eager to refer others to you who are the customers.

When you get attention with a professional approach and products, think that you have to pay attention? you! The customer service you purchased. You become valuable. You become a resource. You become an expert. I do not see the customer's policy responses, are you curious? What is very different is this state of mind can be effective for all of your prospects and customers, the biggest challenge is to get more and more obvious. I so often tell me that their goal and identify the unique advantages lead to effective marketing and customers.

They have not come easily, especially if we are faced with an interesting challenge, we lost our strength is. We tend to see them as a matter of course, we tend to assume that the same (or better) capabilities. A very thought-provoking exercises, I often ask clients to do what they ask five people they know than five traits. (My advice is to ask people who are not family members. Customers, friends and colleagues, please.) You may be surprised by the results. I have found that the reaction can be divided into three categories.1) You will hear about you, you and everyone else know already, and therefore, confirmed 2) will hear you already know, but a few found I never thought, find people giving new insights and value, and 3) you will hear something that never you know what you own, that was never the first to make an attribute value will.

This insight into the characteristics and all the other things you have to set. Those are things that business with you. This presented their unique features, your results will help reach new prospects and referral, you will be more effective.

I have people that they (not clear why they are unaware of their different purposes), in other words to do so, they ended their products and found that dominate their companies.They are the leading power and prestige rather than relying on others. Every career goal should be to be credible in their own right. This is not necessarily the most important experts in their fields, but it is meant to be good to do as a professional - to help others.This means finding new ways to help. It can also mean helping in other ways than insurance. You can become sources of information or contact a network source community. You can provide advice or other aspects of the business (and other professional articles and insights will be happy to provide you with can move).

This is to prevent the sale of the insurance and start helping others. That is the people, so that they really do not care how much you know that you know how much you care.Interesting result will sell, when to sell, put your turn to help her create the results you attract more customers and deliver more insurance. Life is good ...

Michael Baker, policy enforcement, Michael Baker International Corporation President - Executive Development, a company specializing in leadership effectiveness and implementation of policies. www.michaeljbeck.com visit to learn more. Allow reprint with full attribution. © 2006 Michael Baker International Corporation
Article Source: