The main way to obtain confidence is to get rid of your fears. He is usually
an expert at hammering down your confidence and instilling fear. Tell it like it is.
You have to find out what your clients emotions are. Until you try it, you
will not believe it. You MUST develop your own presentation talk or your client will
not be confident of you. You did not fight off the objection the correct way;
you gave up before taking enough no answers, and so on. This especially includes your
company presentation book, and the uncomfortable speech you were forced to learn.CONFIDENCE
Your insurance sales manager is the worst source of confidence. They now like you, just
because of the compliment.You have they primed to answer your questions and throw very few
back at you. You will be hounded how it was always your fault if a
sales was not made. Starting today, start developing a winning attitude. As a new agent
you must become confident, collected, and in control as fast as you can.Do you want
to be one of the six out of 100 life and health insurance agents that
survive and later prosper?Then read on, it will be worth it. I have been in
your shoes. Your sales manager is no Tn Requin raging success. If you are already confident and
collected, you rarely have objections. Ask your prospects if you can show them two alternatives.
You also do not need any company provided information resources. Do not seek him for
advice!Confidence is something that you obtain. Remember you never fail, but learn more.Free Advice. Fortunately,
they continued for 4 decades of my prosperous sales and marketing career. But with
a failure rate of 85% in 18 months, it shows the insurance company route is
not the most reliable. Your confidence told you, that you are going to walk out
with a sale made, not do it. DO NOT rely on your insurance company.COLLECTED
Being collected in insurance terminology means being properly prepared. Remember that I told
you to throw out your insurance presentation manual and insurance trainee speech. Read articles or
book excerpts on confidence, attitude, and will power. Usually that fear is rejection, the prospect
is going to ask something you don't know, or you get so many no replies,
that your already low confidence is defeated. My do "not follow the etched in stone
rules", started early in school and thru college. Take care of filling the emotions, and
only then will the client be interested in what you are offering.You are there tn to
offer a service of taking care of providing a solution to closing the emotion needs.
If he were using the same insurance selling methods as you, his closing average would
be less than 50%. Lastly, you will be told the road to success is making
more and more phone calls.Free advice. No need to extensively talk about your insurance company,
there are over 600 other active life and health insurers. If you are not giving
enough presentations, you are criticized for your phone tactics. Nothing more! Start writing a very
flexible emotion presentation. Very few insurance agents even attempt this self-made road map.Well published author,
Don Yerke likes to concentrate on what you don't know or what no one else
dares to print. List all the major emotions (6), and how you can tailor talking
to each different one. That is sub-par for any insurance professional. Tell yourself repeatedly you
are going to make the sale, and I do mean repeatedly. After presenting, ask "Which
of these two fits you best, the economy plan or the higher security plan?" A
very easy, no pressure close that often results in the high premium plan chosen.CONGRATULATE YOURSELF
FREQUENTLY Without outside assistance, you are mastering three major selling skills of high
confidence, conquering and mastering a very collective presentation, and staying in control of the presentation.
If you made a sale, you will be knocked down for getting referrals, preferably at
least three. .You will then have prospects actually selling themselves!IN CONTROL So many
insurance trainees fight with the prospect for control of the interview. Your presentation must be
worded properly, and you must ask questions about their emotional needs. You are a problem
solver working with the client. My "change the rules" attitude, is what changed my income.Here
are tips that will give you those selling skills without the assistance of your insurance
sales manager. You immediately start control by saying, "Can we all sit here by this
table?" Next, do a short introduction by complimenting them on a hobby collection, or a
unique piece of furniture or object. Let them express why they like the piece. You
cannot say it enough. It has been pointed out in many of my articles, and
by a few other authors, that too much reliance is put on the insurance company
and their agency that hired you. Handling objections becomes a battle. Your client really does
not care. They can teach you the way they want to learn. The website address
is http://www.agentsinsurancemarketing.com Get your FREE 160 page Ebook on self confidence (details on 2nd
page)..
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