Wow, what if you, as a sales person could start out with a bag of insurance success tips and tricks? If would be especially rewarding if it come make you a no pressure sales person.A insurance sales person is trained by their company to use so much pressure that both the prospect and sales person are drained. The agent is often dripping with sweat by the end of the presentation. A no pressure presentation is relaxing for sales person and beneficial for the buyer. Here are 6 proven tips to put into use.

THE ONLY INSURANCE SALES PERSON IS A NO PRESSURE SALESMAN

Until you reach that stage you are merely a trainee, hoping to last enough to become a confirmed sales professional. Too many sales are lost because the sales person financially needs this sale and is worried the presentation will end without one. If you are using the presentation your company gave you, you have reason to worry. You will be entering the combat zone where the prospect will fire out an objection, and then you must wait to fire back overcoming the objection.

THE PROSPECT BUYS BECAUSE OF YOU, NOT BECAUSE OF YOUR PRODUCT

You are ready to lose the sale before you begin if you feel you must have the best product at the best price. With a decent prospect, the way you give the presentation determines 80% of the outcome. To become a no pressure sales person you must completely discard your company presentation, which is no more than a pacifier for people that can not sell. This is an insurance success tip, that MUST be followed.

IT IS FALSE THAT CLOSING OCCURS AT THE END OF THE PRESENTATION

View a presentation like a steam pressure cooker that you must shut off if you want to get a sale. Leaving closing to the end and you certainly get burned. A super insurance agent starts to ignite closing techniques very early. No Fear. This problem of fear of not getting the sale comes from your natural fear of rejection. To stay in the sales survival game you have to learn to overcome this fear. A problem is already on the way to being solved when you identify the problem. Realize this fear isn't real, it is something you falsely created in your mind. To become a closer, you must destroy fear now. Fear builds tension causing objections to pop up. These in turn lead to losing sales.

THE MIND FRAME OF A GREAT SALES AGENT

You must desire with complete determination that if another salesman can do it, you can do it . A super salesman only becomes super upon finding this nugget of gold.. The nugget is engraved with the wording, "if you want to be the greatest you have to do what every other salesperson is not doing." Starting right now by convincing yourself why change must occur instantly. Before putting it where it will collect dust look at all the poison in your sales book. What does the picture of the home office do to help you?. Useless page after page. Your canned presentation stirs up conflict and controversy within your prospects mind.

HOW TO BECOME THE GREATEST KNOWN NO PRESSURE SALESPERSON

Start realizing your presentation must not cause your client to feel the least bit of discomfort or pressure to buy. You are never going to ask your prospect if they are ready to purchase your product., You will be persuading your prospect to invest in your product. YOU MUST be in FULL control starting when you shake your prospect's hand at the door. YOU must tell them you need to sit at the table, you must tell them to turn off the television set. If the spouse will not join the presentation, refuse to give the presentation. You are defusing all the pressure time bombs and excuses now and forever. Now when the stage is set, its time to become Mr. Nice Guy and spend a fell minutes asking about their hobby collection, which is there favorite piece and why.

START YOUR CUSTOM PRESENTATION

Before you write your new presentation, you should jot down every objection your client could give you, like cost, think it over, just comparing, etc. ALL of these objections must be covered in a third party way or story example Before they come up. How can the prospect throw you a grenade when you already detonated it? Will the world end tomorrow if your prospects do not buy? They don't need your product, so you concentrate on stimulating their emotions to want it so bad, that they won't let you leave until it is theirs. If price should ever be muttered, you stay in control and ask straight out if your prospect can't afford it. If the reply is yes or probably, respond with , "To save us both time, if I could show you a lower price option would you be ready to make room in your finances to take action now?

Remember that even an experienced agent with a personal bag of tricks and tips does not close every sale. However if your presentation went without pressure you must leave telling yourself this. "It's their loss not mine, now its time for an easy sale". There are endless quality prospects.. As you become more skillful, the only pressure will be deciding what features you want your new truck or car to have.

Well published author, Don Yerke likes to concentrate on what you don't know or what no one else dares to print. Tell it like it is.

Watch for his new paperback book debuting on Amazon early this summer. It is loaded with great insurance marketing and recruiting information.



Article Source: http://EzineArticles.com/?expert=Donald_Yerke

Insurance sales questions that you never expected, start popping up early in your career. In turn you are trained to ask a selling question that will magically get you sales. Of all insurance selling questions this one is promoted as the ultimate. Find out how often it backfires and why.

When you started your insurance sales career I can predict what happened. On either the first, or second appointment you were thrown an objection. The top insurance sales question for addressing this objection was preached to you. You were told how asking this question would turn the objection into a sure sale.

What you were not told is that is was developed by someone that probably never sold insurance (or had a few sales marbles missing). Certainly, this idiot person should have been tarred, feathered, and exiled for life instead of being praised. The logic is so prone to ruin a sale, that this going down in my notes as the alltime worst sales question to ask any prospective client.

In fact, if you currently use this sales one of two things will happen. Either you will not survive, or your income will be below that of an average salesperson. Instead of sales salvation the prospect's response is often the kiss of death.

I am sure you have it deeply rooted in your mind. Your sales manager tells you this is what he and all successful salespeople use. You quickly become brainwashed into becoming a believer. Well, I had a profitable sales career, and never once used it. I quickly learned that anything the home office or sales manager praised, I should throw out. In turn, to be better than ordinary you have to say and do things better.

Here is the most praised (by morons) sales objection handler in modern history. You are told to ask this kindg of insurance sales questions near the beginning of your presentation. "If I could show you a way, where I could solve your objection, would you be ready to purchase my insurance product today?" What a dynamite sales line!

So explosive, it is ready to blow sky high your sales presentation manual. Stupidly, or unknowingly, you tried to sell before the prospect was ready. Your prospect was not yet ready for the purchasing process. Just think of the many things racing through your clients head.

These include the following silent thought reactions you could easily be getting.

1. "The salesperson is going to give me a 10 minute song and dance. At the end he is going to expect me to pull out my checkbook. No way. I think this guy might be a con."

2. "This guy is a real greenhorn. I just got that same line at the car dealership, and the furniture store"

3. "His speech is so canned, I am going to have to put a lid on it"

4. "I should say this: If there was a way I could give you $20.00 right now, would you take it and leave immediately?"

5. "What if I simply reply with this: Absolutely Not. Lets see what kind of trick this salesperson been taught to answer this."

A sales professional response, say for the prospect statement "the price seems high", would go more like this. "I completely agree with you. A quality product that provides you with all these benefits is unusual. I have had people go without this ____ product. Then suddenly things change, and they wish they had got this right away. Everyone dreads that their fears will turn into reality. Instead they could eliminate them immediately. I don't know, but maybe you can't afford this."

I never directly answered his objection. As an alternative, I presented a number of prime reasons he should not have even asked that question. You remember playing "hot potato" as a kid. You simply throw the objection right back, but not until you add a few hot sparks. Who likes to be TOLD that they can't afford something? Who sees a salesperson getting ready to WITHDRAW THE OFFER? Your prospect suddenly realizes you are a rare breed of pesky insurance sales person.

Your statements suddenly challenge the prospect, driving him into wanting your product. He respects your truth, and now has confidence in you. He can tell you are a survivor and will be around if he has any questions. Your prospect's sales objection question just turned him into a prospect convinced enough to make you a sale.

Tricks and canned lines lead to few sales. Why be a 30% closer when you can close 75% to 80%? Just display honesty, trust, tight firmness, and wide flexibility. You should know it is rare for a sales manager to earn $100,000 yearly. Would you like to earn $100,000? You can if you learn from real sales professionals how you can adapt and revise your sales presentation. The Sales Professionals income level easily outperforms most sales managers. They know how to stop a sales objection from ever coming up. If a sales objection ever slips in, it is very likely they will skillfully turn it around into an opportunity to sell.

Well published author, Don Yerke likes to concentrate on what you don't know or what no one else dares to print. Tell it like it is.

Watch for his new paperback book debuting on Amazon early this summer. It is loaded with great insurance marketing and recruiting information.


Article Source: http://EzineArticles.com/?expert=Donald_Yerke

Life insurance agent leads are essential for making sales. However a life insurance agent career can be squeezed into non-existence without insurance agent leads. Find out how the company agency controls the insurance agent career longevity.

What is the life insurance agent career agency attempting to do to lure you into their trap. Besides the alluring false ad in the paper, what are you initially told? Their response reflects a no worry approach. They are going to provide plenty of leads, plus ways (like referrals) to keep the leads flowing in. This a a myth in virtually all cases. Clouds of death of a new agent's career is looming overhead constantly. The demise occurs customarily within 18 months after the agent is licensed and trained.

Go into any life insurance agent career sales office with more than 30 agents. Observe that almost any seats occupied are by a newer agent. This projects rather strange and spooky feelings. (Almost like a funeral parlor). Are not insurance agents supposed to be out on appointments with potential clients writing new business applications? Numerous agents are conducting idle chatter with their associates. The strong hearted ones with rent or mortgage payments upcoming become intensively tense each passing day. The bright big bubble is bursting.

The truth sinks in if you are a new agent. The agency or company is not going to provide you with enough leads to see clients and make sales. Your sales manager has chewed you out for not getting referrals from the last sale or not talking to enough acquaintances about insurance. You are told to get your homemade list of potential clients or the phone directory and start calling for appointments. Should you be unsuccessful at setting up enough appointments, chastisement comes from the sales manger for you not being able to overcome objections.

The strange part of all this is that you never observe the sales manager practicing what he preaches. The General Agency Manager supplies the sales managers with all phone and mail in leads that come in. Effectively determining selling abilities and hiring agents that can not sell is a major reason for agent failure. The remaining agents that can sell, eliminate themselves because of a shortage of leads for sales appointments. This is directly correlated to a lack of smart agency system for producing enough prospect leads.

Back when I was a new agent I can remember spending 80% of my time prospecting. The little remaining time was spend learning product knowledge and on a limited quantity of sales appointments. At my final career stages of selling, 10% was spent on prospecting, and the remainder on sales presentations.. Early in my career I realized it wasn't me, but the company that was holding me back. Fortunately I found an agency where a fair number of fair quality leads were supplied. It was a simple formula of fair number of leads + decent quality = more sales presentations = more sales income.

After 3 years of excessively hard work and average performance, the choices were to increase sales or second mortgage the house. No insurance company manager ever explained (or knew!) how a sales lead program worked. An insurance agent with marvelous production sank reality into my thick skull. Thereby, igniting the fuse to my skyrocketing sales production by injecting quality leads.

If you want to make money in insurance you have to spend money out of your pocket. Plus time lost on prospecting is time lost on selling. When both factors are converted to realism, a sales career entirely changes. Prospecting is done in mass mailing a carefully prepared lead getting message. This is proceeded by purchasing the highest quality list to reach the preferred clientele. Unfortunately your wallet pays the expenses. You have to help yourself to survive and prosper.

If you have now yet already dug yourself too deep in the ditch, there is hope. In a very short time period, you will discover your lead cost is outweighed by increased sales, higher closing ratio, and enlarged premiums on policies you write.

The career insurance company is going to do virtually nothing to truly save you! Your ship will not suddenly come in! Make yourself the captain now.

Start your personal, out of pocket, lead program right now. Grab a lead life raft tailored to your personal perfection, and you will ever sink out of sight.

Well published author, Don Yerke likes to concentrate on what you don't know or what no one else dares to print. Tell it like it is.

Watch for his new paperback book debuting on Amazon early this summer. It is loaded with great insurance marketing and recruiting information.



Article Source: http://EzineArticles.com/?expert=Donald_Yerke