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Great Insurance Sales Come From An "Outside The Box" Sales Mindset!

By Adam Price

Republish: EasyPublish™ Published: 26Aug2008 Word count: 491 Viewed: 237 time(s) Get Free Content For Your Site

There's many insurance sales training programs on the market at the moment, and now more than ever insurance salespeople are keener to learn how to get better, faster and more efficient in their industry of selling insurance.

However this ultra competitive market (even within companies, between their own sales reps) has made it very difficult for new, unconsolidated reps to easily break into the market.

The problem from where I'm sitting as a sales coach is this, the more established insurance sales reps are gettin more referrals than ever, and the new guys are struggling to make their quota and even when they cold call, they're shooting themselves in the foot, because their sales pitch is somewhat outdated.

They come into the industry and are trained to "hit the phones" like the top salespeople before them, but times have changed a lot. And people aren't anywhere near as receptive as they used to be, and they quickly shut down the call straight away, stating they're good with their insurance and have someone.

The biggest mistake with old fashioned insurance sales training is they teach a pitch, rather than a conversation and a way to open up the prospect to a natural, low-pressure conversation.

From what salespeople tell me when we role play on the phone, it's no wonder... I've heard at least a few hundred pitches from insurance salespeople and each time is as painful as the last.

They begin with "Hi Sir, I'm calling from and we do..." which is right where I stop them, and ask them gently, what would they think if they had someone call them and in an excited way, say the same to them?...

"Ah, probably think salesperson" is th usual answer I get... Heck, these guys can't even sell themselves let alone a prospect, and the ironic thing is, they shouldn't be "Trying" to sell anything to anyone, but rather, open a conversation where the prospect feels comfortable to open up, this is half the battle won if you can do this.

Once you begin to open your conversations with different languaging, you'll look back on the traditional high pressure openings you've been taught originally, and quickly understand why prospects react as abrubtly as they do.

And it's my intention to see each and every insurance sales training program, teach a component of building trust within their organisation.

My advice to you in the meantime is to "stop" studying whatever other programs you're on, and get your hands on a program that teaches "low pressure" conversation and trust building, along with gentle guidance triggers for working out exactly where the sale is and how to handle it.

Next, consider hiring a sales coach who'll show you a completely different and effective way to sell insurance to any industry you choose.

I certaianly hope you run with it, because I sincerely know it will help you, I've seen the transformation, time and time again.

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