Someone who is doing well in insurance sales may be told they are a natural born salesperson. But maybe there’s more to it than that. Could it be that people who do well in sales simply have an understanding of how sales work and, more importantly, have good communication skills and the ability to read people? If you or any of your salespeople aren’t making a lot of sales, consider how improving in any of these four areas of sales fundamentals might help:
1 Don’t Say Too Much
Poor salesmen are usually talking their prospects right out of the sale. If you are unsure of what to say, ask your prospect an open-ended question. Let them do the talking while you listen for clues about why they need what you are selling.
2 Focus On The Customer
Instead of focusing on the products you are selling, try focusing on what the customer needs. Every product you sell offers a solution to a problem. However, if you don’t know what the customer’s problem is, you cannot effectively offer them the solution.
3 Be Sure To Follow Up
The majority of people need more than five minutes to make a decision on whether to make a large purchase or not. Giving them time to think about it is good. However, giving them too much time will lose the sale. Always follow up with your prospects. A larger percentage will turn into sales if you follow through.
4 Find The Right Level Of Confidence
It is also important to find a balance between confidence and overkill. You want to come across to your prospects as knowledgeable about the products, but you do not want to come across as pushy. There is a fine line between assertive and aggressive.