By: Marvin LeBlanc
When we have intentional conversation that specifically probes these life events, what we will discover are our prospects' needs. Needs that are not being met. New needs that are being created. Needs that you, as the insurance practitioner, can solve.
By: Jennifer Ledet
Now, I’m sure that you’re thinking to yourself that you don’t destroy your team members’ work. And I’m sure you don’t literally do that. But maybe, just maybe, you’re creating an environment where it feels like you’re destroying their work.
Notice the title says fact-finding conversations, not fact-finding appointment. As insurance and financial services professionals, we
certainly want to work by appointment. However, it is not more appointments we need, but more conversations.
You can have many more conversations than you can have appointments. The old way of thinking is: I must see three appointments a day, or I will not succeed. We were all trained this way. Relax. It's not your fault. This way of thinking used to work. But things have changed, and we must change our thinking about how to be successful.
Try thinking along the lines of: I must have one informal fact-finding conversation for every hour I work. Well, "Marvin, what's the difference between an appointment and a conversation? And why is this important to me?"
People don't want to come in to see you for an appointment. People don't want you to come see them for an appointment either.
You may be using too many old think techniques. Of the licensed professionals in my Marvelous Performance Schools, 65% do not have an internet presence, personal blog, Web site or LinkedIn account. These are the people wondering why they are struggling to meet their goals. They are stuck using old thinking methods that are not working. (By the way, did you know 100% of Fortune 500 executives have a LinkedIn account? You can connect with them in groups on LinkedIn (this only works if you are actively using LinkedIn.)
Here's the solution: Conduct informal fact-finding conversations when the opportunity presents itself. Not only when you have an appointment. Example scenarios that happen every day (and much more frequently than the number of appointments you are conducting daily):
1. Your current client calls your office with a service question.
2. Your current client emails you with a service question.
3. You run into your client at a coffee shop, school function, church function or community function.
Are you seeing more opportunities yet? What other scenarios can you think of that I've not mentioned?
We live in a world that has more opportunities than at any other time in our careers. And I've been in this industry since 1987.
Stop selling products.
Our customers and prospects require us to engage with them much differently today. Old think continues to work less and less effectively. Most of the companies you represent are also still stuck in old think. If I see another company-produced product brochure, I think I will be nauseated. We don't sell products; we sell benefits. Nobody goes to the hardware store because they want to buy a drill. They go to the hardware store because they want a hole that the drill will give them.
Start asking questions.
Try this: "Mr. (Customer), may I ask you a question?"
Most people will allow you to ask them a question-- the key is that you must be prepared with the first question. You may have some great questions that you prefer over my own, but if you want access to the questions I use,
Please Click Here to download " 21 Interest Bearing Questions"
If you're on the phone with the customer, simply start at the top and read the question to the caller. If you have a chance encounter with a customer, you literally can pull out the sheet and read it to them. Or try saying:"Mr. (Customer), we don't have the answers to all these questions. I need this completed."; (Hand them the sheet of questions). They can email or fax it back to you. You should plan to follow up with them until you get the sheet back. After all, a customer should give you their spirit of cooperation.
You might be saying, "Well Marvin, my clients are more sophisticated than that" :Not true. The more intelligent they are, the more they need you to simplify the process. They may be an expert in their area, but they are not the expert in your area. You are.
Here's your call to action:
1. Carefully review the 3 key points I just gave you.
2. Honestly try the ideas presented here for 21 straight days.
3. Track your progress.
4. Think simple.
5. Think differently.
6. Think conversations, not appointments.
Please enjoy this post is from a guest blogger Darleen Lenyo.
So many times, especially in sales, especially starting out in sales, we’re concerned with what we are going to say. We allow ourselves to get fearful, create “horror” stories in our head of things that could go wrong, and we want a plan of action, a script, to make the call. And sometimes, more times than not, because we don’t create those scripts or that plan of action, we don’t make the call.
Did you know -
What does this mean to you? The words you use are important. But what’s most important is the energy coming from you. Be sincere. Be enthusiastic. Share your knowledge. Bring something of value. Come from a place of contribution. Ask questions. Find out what they need and strive to help them.
People love enthusiasm. Enthusiasm is contagious. People love passion. Passion is contagious.
People love to be included. Share your knowledge, your passion, your enthusiasm.
Peace, Love and Gumbo
Marvin LeBlanc, LUTCF, CNP
Remember this day and moment and how at any given time you have the opportunity to make a real difference in small business development and in your life. Today this information has even more information on leadership and small business development to help you on your journey to success and beyond.
There are some key elements to leadership that when used together properly they become an unstoppable force for winning. These elements are:
The 10 Most Common Mistakes Salespeople Make
1. They talk instead of LISTEN.
2. They presume the prospect’s needs instead of ASKING QUESTIONS.
3. They ANSWER UNASKED QUESTIONS.
4. They fail to get the prospect to REVEAL BUDGET up front.
5. They make TOO MANY FOLLOW-UP CALLS when sale is actually dead.
6. They fail to get a COMMITMENT TO PURCHASE when making a presentation.
7. They chat about everything and AVOID STARTING THE SALE.
8. They would rather hear “I want to think it over,” than to hear, “NO”.
9. They see themselves as BEGGARS instead of DOCTORS.
10. They work without a SYSTEMATIC APPROACH to selling.
Article written by Brian Azar, PRESIDENT, THE SALES CATALYST, INC
Peace, Love and Gumbo -