Even today’s busiest sales professionals understand the importance of research. Even if you are convinced you will get the sale, you need to research the company or person you are selling to first, to make sure you know as much about them as possible so you can tailor your sales approach to meet their values.
The alternative is to help them think through their concerns and offer help in resolving those concerns. Concerns include price, value, timing, post sale support, your company’s stability and do they like or trust you personally. The strategy here is to gently and tactfully discover what the real concern is. You may have to drill down a bit or use your intuition. When you have identified a real concern ask if there are any other concerns. The dominant concern often isn’t the first one to pop out.
We started the review. She asked 5 questions-only they were different questions. It was kind of like peeling an onion, we got deeper into the opportunity, deeper into the strategy and thinking about how to win. You might guess what happened. She asked the 5 new questions, I couldn’t answer a single one. I was ashamed. She was patient, we talked about those 5 questions and why they were important in thinking about and executing my sales strategy. I left her office having snatched defeat from the jaws of victory.
So I searched for a new product and found one. Rank Roundtable, was a huge European conglomerate, and decided to enter the U.S. market with a brand new how to sell insurance. Proudly I became one of their first U.S. distributors. Once again I got off to a very quick start.
If you do not have a thorough understanding of how to use your keywords, it can be compared to building a brick and mortar business on shifting sand. You will not have a firm business foundation.
The last thing your employees want to hear is how good or bad the business is, they already know that as they are the ones out there making the sales. They need to be able to interact, feel like a part of the business, rather than just a paid employee. You need upbeat sales training courses with new innovative ideas that will be exciting enough to make them want to go out and put the ideas to use.
In this article, you received advanced insurance sales training your manager could never give. Develop sales questions using the sugar and spices techniques. Your effective sales presentations will turn into more sales and more commissions.