Sales Professional or Agent: Are You Prepared to Face Your Client?
Many agents shy away from feeling like sales professionals, but all this week, we’re focused on the difference, and why you should embrace sales. Sales isn’t a dirty word, and if we think that way, we need to work to undo that logic.
“A sales professional stops, has a process, learns, listens, develops solutions, and that’s why salespeople are the highest paid people most of the time in America”
What’s one of the only differences between sales professionals and agents? Being prepared.
Someone who is “only” an agent will quote and hope for the best. A sales professional stops, has a process, learns, listens, and develops solutions. That’s why salespeople are some of the highest paid people in America.
Being an amazing sales professional is not just about slimy sales tactics. It’s about being prepared, and most salespeople do this by researching. Here’s how you can use your time wisely and prepare, in order to be a masterful salesperson and agent.
Spend time digging
Salespeople spend their time researching. They look at their network on Linkedin to see who else they may know. They look at their client’s social media to get a feeling for who they are. They research the business if it’s commercial, and go on the website and social.
Don’t set the table for a transaction
Too often in insurance, we set the table for a transaction, instead of a long-term marriage. When clients feel like they’re in a transaction, they’re going to start sizing you up, even on personal lines. They’ll be looking for impressiveness. Agents need to spend time building rapport and preparing for the sale.
Spend time on rapport
Don’t forget that most people buy from someone they know, like and trust. That means that this is a huge part of the sales process. You need to research, be prepared, be likeable, and be a good listener.
If you’re just trying to get a quote done and get onto the next one and hope for the best, then you don’t have much of a sales strategy in your playbook. So take a moment to really focus on yourself. Are you 100% focused on being prepared for a sale, or are you winging it?
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