Nailing a sales call can be difficult, especially for new agents. But, approaching calls with the right focus can play a big part in improving your process.
In the day-to-day duties of an insurance agent, client calls can be one of the most stressful responsibilities. This is especially true for new agents, and it’s understandable. Rejection and prospect dissatisfaction are very real potential outcomes. However, sales calls don’t have to be so difficult.
As the late great Dale Carnegie would surely agree, if you’re dreading your upcoming sales calls, then you need a change in perception. For example, some agents may go into a call with the feeling that they’re bothering the other person or asking for help in the form of a sale. However, as an insurance agent and a salesperson, your real goal is to help other people by protecting their finances and saving them money. Don’t make calls just to satisfy a sales quota – believe in the value of the services you provide.
Now that you’ve got the right state of mind for conducting your sales calls, here are some extra tips to help you succeed:
- Don’t give up: Give your sales process time to work; don’t change your approach just because you don’t get immediate results. It takes several interactions before a prospect turns into a client – that’s sales 101.
- Practice, practice, practice: They say it makes perfect. Work on getting a good ebb and flow between selling and engaging your client. Remember, your focus is to find the best way to help them. That will be hard to accomplish if all you do is pitch instead of listen. Create a general outline of the points you want to cover, but don’t neglect working in ways to boost client engagement.
- Don’t delay: Client calls aren’t worth hemming and hawing over. By taking action, your process will improve and any anxiety will lessen.
You can meet your goals and strengthen your bottom line this year, but you have to strive toward improving your approach. What’s the best sales advice you ever received? Let us know in the comments below.
