“Great Insurance Producers Don’t Sell Insurance!” Personal Development Series
Great car salesmen don’t sell cars. Great computer salesmen don’t sell computers. Great real estate agents don’t sell houses—and great insurance producers don’t sell insurance. Let’s check out and see if we can discover the common denominator that “great salespeople” use for success. Think about the last time you wanted to trade cars. Perhaps you considered the need for reliability, affordability, fuel economy and other factors. A good salesperson needs to know the facts—and be able to determine what the car represents to potential traders: A car can represent freedom, adventure, power, prestige, fashion, excitement, and a reflection of who we are or want to be. A car salesman now becomes a “dream collaborator” who helps us find and acquire the car of our dreams. I think you get the picture and can even give plenty of examples about a salesperson who is interested in meeting his own goals, as compared to a “dream collaborator” who is taking the time to find out what clients want and helping them get it. Based on experience, successful sales people have the following characteristics:
- Winners understand what business they are in.
- Winners recognize how to ask key questions and listen carefully.
- Winners find or help create needs and/or desires, and then assist their customer in fulfilling that desire by acquiring a product or service.
- Give examples and proof of the benefit.
- Reach an agreement regarding the value of the benefit, enhance the benefit, and provide an opportunity to buy.