Insurance Sales Success: 3 Things You Never Want To Do

The three things you should never do are exactly what you're told to do, so this may be shocking to you or comforting. When you do these three things you're setting yourself up for a painful path to failure. It explains why over 90% of the people entering the insurance and financial services industries fail in less than three years. The first thing you never want to do is cold call. If you've tried it you already no it's a low failure ego eroding waste of time activity.

When you cold call you immediately put yourself in the needy category. Why else would you be calling an absolute stranger begging them for an appointment? And that's not the position you ever want to be in.

When you make those 100 cold calls it takes hours. At the end of the day if you're lucky you've talked to 3 people and scheduled an appointment with one. Then after all that work your one appointment either stands you up or isn't likely to work with you. They aren't likely to do business with you because they're defensive and don't trust you. You keep wasting your time and theirs chasing after when you know they aren't going to work with you. You've invested all this time in low-value activities without any results to show for all your hard work.

The second thing you never want to do is hang out at chamber networking events. The reason is obvious. The only people at those events are other starving sales people who are desperate for a sale.

Pitching someone is the third thing you never want to do. A "presentation" is nothing more than a pitch with the intent of manipulating the sales conversation. No one wants to be sold and a presentation makes the buyer feel they're being sold and decreases their trust in you.

But you have to get business, so how are you supposed to do that? Instead of spinning your wheels wasting your time on all the things you should never do learn how to do the things you should do and do them. That means you need to learn how to: identify with a specific group of people in a way that gets them to reach out to you, interact with your ideal prospects on their turf, start and build a connection based on mutual respect and trust, hold a conversation with a prospect that helps them to buy.

About the Author

Author: Cheryl Clausen can help you get unstuck. Look here to see how your Sales Skills match up. Could you succeed faster if you just had more time? Improve your Time Management Skills, check this out. This and other unique content 'insurance sales' articles are available with free reprint rights.

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