Insurance Sales Success: Reason Number 21 You Can't Sell

You want the quick fix instant solution. There is no quick fix instant solution if you want to be a top producing professional. There is a solution that will steadily move you into a top producer spot. Your success won’t be found when you only focus on developing one aspect of the required five key areas for professional success. Sales are very important, but you’ll find it very difficult to sell if you haven’t developed a unique position in the marketplace and a message to market match that enables you to fill your appointment calendar with the right people.

You aren’t selling a one-time product you’re selling a life-time solution. Forget about closing techniques and gimmicky lines intended to advance the prospect. It isn’t like your prospects haven’t heard them before, and it isn’t like they don’t make your prospects angry and defensive. Using these techniques can destroy your opportunity to earn the trust of your prospects/customers for years, if you ever get a chance to recover at all. Using these techniques lowers your retention rate because your customers feel ill used.

If you want long-term insurance sales success there are five key areas that you need to be proficient in, and there is a definite order of business. The five key areas required for professional success are: marketing, sales, time management, leadership, and strategic planning. You can’t expect to instantly have the skills you need in each area, but you should develop a plan for improving your potential in your weakest area so you can achieve more in all the other areas.

There is a definite order of business no matter what business you are in. If you want good customers you have to figure out a way to get the attention of those customers. This is your marketing. Marketing is how you generate qualified leads that enter your sales funnel. When you don’t take the time to learn how to market yourself you have all the time in the world to meet with low value prospects and earn very few sales. Once you have the right people entering your sales funnel you must have the appropriate skills to obtain customers exiting your sales funnel. You want the customers exiting your sales funnel to be raving fans. You earn raving fans by exceeding their expectations. You earn referrals by properly training your raving fans to refer you to people just like them. When you get these things right you have a business. Then you need to be able to manage your time so you can focus on the most important things. All the while it’s your leadership skills that help you to have the self-control required to be a top professional, and that motivate you to take the right actions so you get the results you desire. But in order to get all this working together in the right way and in alignment you need to develop a strategic plan.

Your strategic plan keeps you on track and keeps you tracking the right things. Tracking activities is useless. Tracking the critical results is vital. Through the development of your dashboard in your strategic plan you ensure the achievement of your mission. All five areas help you to steadily grow into the top sales professional you want to become one step at a time, and one learning experience at a time.