Does your sales manager tell you that you just need to call more people? As you’ve probably experienced when you just call more people it does little to enhance your insurance sales success. You think it must be you and that you must be doing something wrong, but it isn’t you. Calling more people is just poor and incomplete advice.
Your insurance sales success will improve when you do your homework before making those calls. Before you call anyone you need to do your research so you know who you are calling and what they need. You need to know the conversation going on in their head about the specific problem they have that you can help them with.
Failing to plan is planning to fail. Your insurance sales success will improve when you prepare a good message before you pick up the phone. The people you’re calling don’t know you, they don’t care about you, and they don’t want to meet with you. It’s your job to give them a reason to want to talk with you for another 10 seconds. The best way to do that is to communicate that you work with people like them helping them to obtain the ultimate result you know they are looking for.
One of the biggest mistakes you make is talking too much. Once you have your prospect on the phone and you’ve communicated the ultimate result you know they are looking for, you need to shut up. Give them the opportunity to respond and react to what you’ve said. Ideally you want them to either tell you about themselves or ask you to tell them more about the result you’ve just mentioned.
You can’t have insurance sales success when you call the wrong people. Calling the wrong people with the wrong message is a big waste of both your time and theirs. These misguided calls do you more harm than good. You don’t need the mental abuse that comes from unnecessary “no’s”, and you don’t need to alienate people who could keep you from getting business with people they know.
The shortest route to using calls for insurance sales success starts with a good plan. You need to clearly identify who you will call, not by name but rather by need. Once you know who you are calling you need to have an interesting message about the ultimate result they want, and then you need to use that initial phone call to pre-qualify the prospects that you ask to meet with.
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