Sales Professional or Agent: Pros Don’t Quote, They Sell
This is a topic that we could talk about forever: when you are having the initial conversation with a prospective client and you’re working towards a sale, do you do it like an insurance sales professional or like an agent?
“Sales professionals start selling from the moment that they interact… and the reason why they do that is because they wanna get to know the person, they wanna build rapport, they wanna understand their major challenges, not just price. And when they do that, they find more opportunity, and we take price more and more and more off the table, because a sales professional isn’t thinking about the quote, they’re thinking about the process.”
Too many agents quote and then sell. This means they interrogate the person, get all of the information, and hope for the best. If the price is right, the client will buy, and it feels more like sleazy sales tactics than anything else.
When we set the table like this, our sales process is going to be up to chance.
So what’s the difference when it comes to sales professionals vs. agents? Sales professionals start the relationship as a sale. And really, from the beginning, we should be thinking about how we can sell first, and quote second. Here’s how you can use your first interaction as a sales starting point to sell first:
Get to know the person
From the first interaction, you should want to build rapport and understand major challenges. You should also not only focus on price. When you do this, you’ll find more opportunities, and the price will come off of the table as a major deciding factor. Salespeople aren’t thinking about quotes, they’re thinking about the process.
Think: “how do we help the person?”
When you start thinking about how you can help someone, you’re going to start looking for useful information. But when you’re running through a quote to get it out the door as fast as possible, you’re missing out.
Spend a few extra minutes
Obviously, quotes need speed. But five extra minutes of building rapport goes a long way. You have to decide: are you having a “one night stand,” or are you trying to get married to this client for life? When you change your perspective, you start to treat the sales process differently.
At the end of the day, you need to be thinking about how you can sell upfront and quote second. When you get the right information and you’re acting in the client’s best interest, you’re much more likely to make the sale.
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