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Major League Sales Tips - Part
Two
By Jeremy Nason
Insurance Pro Shop
Last week we started
discussing what it takes for a good baseball player to be called
up from a triple A minor league baseball team to the majors? We
discussed the first 5 major skills they need to master?
Remember, whether you are
playing baseball or selling insurance products there are certain
things you must do to make it into the major leagues.
Here are the next six
sales strategies and skills you need to master in order
for you to make it into the major leagues of selling insurance?
6. Every coach will tell you, to win the game, you must always
keep your head in the game!
Every once in a while a
ballplayer may lose their focus during a game, and they’ll blow
an easy play. Most agents are blowing this easy play on every
sales call.
Would you agree that
appointments are the lifeblood of an insurance producer's
career? You must see people to "tell your story." The
reason so many people struggle and ultimately fail in the
insurance business is not from an inability to sell, but rather
from the lack of a system to develop an inventory of good
'qualified' prospects. Over time, many agents experience
prospecting burnout from the rejection associated with cold
calling from a prospect list, mailer returns or other
non-referred lead generation systems (i.e buying leads).
If You've Been In The
Insurance Business For At Least Six Months,
Then You Should Be Getting Most Of Your New Clients Through
Referrals!
To take advantage of this
easy play, all you have to do is ask for referrals. Set up a
system to remind yourself to ask for referrals on every sales
call. How about doing something simple, like putting a referred
lead form in your fact finder or in the application. And, don’t
forget to send one with your monthly newsletter.
'Dynamite’ Referred Lead
System™' The Ultimate Referred Lead Generation Program For
Financial Advisors...
http://www.insuranceproshop.com/referredleads.html
If you want to make it to
the major leagues you must… “Keep your head in the game!”
7. In
baseball, the players with the highest batting averages, with
the most RBIs make the most money. (Except for maybe some of
the pitchers)
Runs are what wins a
baseball game. And, that’s why the most consistent hitters make
the most money. In sales, it’s generally the agent who helps the
prospect the most, who will close the highest percentage of
sales calls, and will make the most money. And, that is all
based on how adept the agent is with the fact-finding process.
Most of the agents I talk
to are trying to impress their prospects with what they know,
what they've accomplished, the great companies they represent
and the competitive products they offer. However, as the TOP
Sales Professionals know, to make more sales, it's all about you
being interested, and not about being interesting.
"People don't buy when
they understand;
they buy when they feel understood."
During your sales calls,
are you asking probing questions? The who, what, where, when,
how and why questions?
Are you interested in and
really listening to what your prospect is saying? Or, are you
thinking about what you'll say next, while the prospect is
talking to you?
If you ask enough probing
questions and really listen to what your prospect says, you'll
discover what it is they really want. And, they’ll tell you
exactly what you must do to close them. Most agents tend do all
the talking and never listen long enough, or carefully enough,
to find out what the prospect truly wants. Consequently they
miss the real sale.
Prospects need to feel
that you understand what they 'Want'. (Notice, I didn't
say, "need!" People don’t buy what they need! They buy
what they want!) Only by asking questions and really listening,
will the prospect feel that you understand their situation,
trust you and have the confidence to follow your
recommendations.
The best salespeople know
they have to diagnose a situation before they can prescribe a
solution, just like physicians do. How confident would you be
with your doctor if you walked into his office with serious
concerns, and he asked you only one or two questions before
immediately writing a prescription or sticking you with a
needle? Wouldn't you have zero confidence in his abilities?
How good are you at
diagnosing the prospects situation, before you prescribe
solutions? Do you take the time to ask questions to build
credibility in your expertise and your recommendations?
The answer to the above
question goes a long way in determining your sales success - or
lack of success. It's what separates the Top Producers from the
average producer.
How To Close '9
Out Of 10' ™
Sales By
Asking The 'Right' Questions...
Our
'State
of the Art' Appointment
Setting & Fact-finding Video and Audio Training...
http://www.insuranceproshop.com/FactFinding/
8.
Every successful baseball team has a specific game plan they
follow.
Unfortunately, the vast
majority of agents suffer from a lack of planning - too many
random efforts. They try a little radio, a direct mailing, join
a service organization, ask for referrals and then report that
they have "tried everything and nothing worked". Pick one, and
stay the course! You become identified with your marketing
techniques. Choose a logo, a color-scheme, a marketing technique
and stay with it!
'Use A Simple Marketing
Plan That Works…'
Follow these simple steps
to make your sales and profits soar…
-
Decide which product
or service is going to be your main focus. (Your specialty)
This is critical to the success of all marketing campaigns.
-
Define who the best
prospects are for that product or service. ("The Right
People")
-
Create a computer
database of prospects and existing clients. You want to be
able to mail merge, print labels, track contacts, track
purchases, track mailings, get reminders of birthdays, etc.
-
Determine which
marketing pieces you want to send to these people. ("The
Right Message")
-
Start with one direct
response system and get it working. Fine-tune it. Then Add
another system, and another, until you have 4 or more direct
response systems that are always working and bringing you a
steady stream of high quality, interested prospects that are
ready to buy.
-
In order for you
ATTRACT tons of the RIGHT qualified prospects,
you need to consistently use several of the effective lead
generation systems listed below, so you are constantly
getting your special message to the right people. ("The
Right Media")
Here is a list to chose
from:
Monthly Newsletter System, Annual Review System,
Referral System, Educational Workshop System, Joint Venture
System, Center Of Influence
Marketing System, Direct Response Ad & Booklet System,
Telemarketing System, E-mail Marketing System, Direct Mail
System, Advertising System, Press Release System, Purchased
Leads System, Association Marketing System, Post Card System,
Dinner Seminar System...
Believe it or not,
consistent effective use of just a few of these marketing systems will get
you more clients than you can handle. Imagine having an
avalanche of qualified prospects phoning, mailing, or e-mailing
you each week, practically begging to meet with you.
Wouldn’t this be a great
problem for you to have?
Using this simple system,
in a short time, you'll have more free time and the money to
enjoy it.
In each of our
specialized systems we have 12 or more of the very best, cost effective
ways to consistently attract your IDEAL prospects to you,
with all the specific tools and scripts...
http://www.insuranceproshop.com/annuitymarketing/annuitysales.html
http://www.insuranceproshop.com/lifeinsurancemarketing/lifeinsurancesales.html
http://www.insuranceproshop.com/MortgageInsuranceSales/
9. For
everyone, one of the critical skills in baseball is they have a
coach.
Each baseball team has
several coaches - a batting coach, pitching coach and base
running coaches at first and third base, etc. Why?
To turn what we know into
action takes disciplined regular practice. Those who are truly
committed to being their best, get a coach to keep them on
track.
No athlete could ever make
it to the Olympics without a coach. Many successful business
owners, executives, professionals and salespeople have their own
Executive Coach for the same reason.
If you study the most
successful people throughout history you’ll discover they all,
at one time, served as an apprentice. This apprenticeship
usually lasted for years during which time they served as
assistants to a master. These masters had them sweep floors, run
errands, and do the “dirty work.”
In exchange, the masters
would eventually share their secrets, their sources, and their
contacts. In the process the dedicated apprentice learned to
think like they thought, do what they did, and got the same
masterful results.
What Are the Benefits
of Having a Coach?
You are not alone! You
have someone who can give you an impartial perspective and
brainstorm with you on ways to move ahead. Working with a coach
creates the accountability and motivation you need to move to
success.
-
Increase your
efficiency and effectiveness to stop wasting time and other
resources.
-
Gain access to
world-class marketing and sales techniques for your rapid
personal and professional success.
-
Maximize the results
from your financial time and personal resources.
-
Receive inspired
encouragement and prodding to live a fuller personal and
professional life.
-
Identify and overcome
learned limitations that are cheating you of the full,
vibrant life you deserve.
-
Go out and find a role
model who has succeeded and is accomplishing goals similar
to yours. Find someone with whom you can personally
identify. You'll achieve your goals a lot faster.
Don't wait for mentors to
seek you out. Don't ever wait for your phone calls to be
returned, your letters to be answered, and your faxes to be
responded to.
Keep going out and asking
questions.
Because coaching is so
critical to your success, you will receive 3 months of
personalized training ad coaching, with each of our specialized systems...
http://www.insuranceproshop.com/annuitymarketing/annuitysales.html
http://www.insuranceproshop.com/lifeinsurancemarketing/lifeinsurancesales.html
http://www.insuranceproshop.com/MortgageInsuranceSales/
http://www.insuranceproshop.com/FactFinding/
How does the 3 months of coaching work?
This is two hours of real one-on-one coaching
each month, with 3-5 case reviews. Plus, you can call us anytime
with questions. We will help you fine-tune your marketing, lead
generation, appointment setting and sales process... Plus, we'll
help you with case development, design and sales presentations,
to help close more and larger sales. We are always here to help
you and guarantee you succeed!!! Learn
more here...
10. How many people have aspirations of becoming a major league
baseball player, but never take the needed action?
Have you ever started a
diet but didn't stay on the plan? Have you joined a gym and
stopped going after the first month?
Have you ever attended an
excellent training program, perhaps a full day or weekend
seminar? The speaker is great, the information is valuable and
you take eight pads full of notes. You come back to your
business and you're lucky if you implement even one idea.
Why do we procrastinate
and ‘put off’ the activities that we know would lead to a
successful conclusion?
Most of us are just too
busy or too overwhelmed by day-to-day business matters to
implement the changes we know we must make.
Just think where you could
take yourself if you could put as much energy and creativity
into manifesting your goals, as you do by procrastinating and
avoiding them!
As a successful sales rep,
you probably already know the key skills needed to develop and
maintain your business. Essentially they boil down to:
-
Marketing /
Prospecting
-
Making Contacts /
Setting Appointments
-
Qualification /
Fact Finding
-
Expert Knowledge /
Overcoming Objections
-
Helping People /
Closing Sales
This means you need to
find, cultivate and maintain relationships with new prospects
and existing clients. By keeping the funnel full of prospects,
you'll ensure you have a steady stream of business.
What key priorities should
you be focusing on? How do you spend your time compared to
others? Most agents spend the majority of their time learning
how to master one or two of the above skills, and neglect the
others. You’ll make it to the major leagues, only if you
continuously work on mastering all five of the above skills.
You Have The Choice!
You have the choice to be
successful or unsuccessful. You're the only one who sets the
limits on your income and your success! When you stop learning
you stop growing!
Start Today - Stop
Procrastinating!
Stop waiting to try new
sales or marketing ideas until everything is perfect. Just do
it.
Motion creates the
momentum, which leads to success. So, don't sit still and think
about everything, just do it!
When you kill time, you
kill your opportunities for success.
We want you to succeed.
Accordingly we highly recommend you start by becoming a
member of the
Insurance Marketing and Sales Resource Center™.
Jeremy Nason
Trainer, Coach & Mentor
'The 9 Out Of 10
Guy'
Message to Financial Advisors...
What have you done in the last sixty days to increase your
sales? Is there any question that during the year, you're going
to spend thousands of dollars in time, money and effort bringing
in new clients to your business? Then wouldn't it make sense to
do it the most cost effective, money-making ways? Why not learn
the marketing, prospecting, appointment setting and sales
strategies that most of the leading agents, advisors and
planners on the planet use?
P.S. If you are a
current member of NAIFA, GAMA, or the MDRT give us a call for
your special discount. (If you're NOT a member… You should be!)
__________________
Not Sure What To Do, Or Where To Start?
Then
Please Read This!
And the call us to schedule a No Obligation, Free 15 Minute Consultation with Lew or Jeremy.
Toll Free In US 877-297-4608
/ Direct Line 770-443-2852 (M-F, 9AM-5PM, EST)
__________________
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