Time and time again I am reminded, I am not the worlds best salesperson. Most people I know are good at sales but are not a natural born sales assassin. In fact some of the natural born salespeople I know come with more than a few challenges, if you know what I mean. However a great sales process can solve a multitude of sales blunders.
Just this past weekend my husband and I celebrated our 5th wedding anniversary. While I was trying to “unplug” I found so many things around me were teachable moments. In particular, how a great sales processes can rein supreme. Here’s an example. We went to the spa and it was great. Each person spent time building rapport with us, laughing and congratulating us. When they explained their services they made recommendations. Now do you think a massage therapist, manicurist or esthetician are naturally born salespeople? Probably not, but they followed a process. Everyone but the makeup artist got an upgrade, but she didn’t ask for the sale (and I would have bought the lipstick!).
Even our waiter the first night made a recommendation and suggested that after our long day we should bring a drink up to our room. Sold! So why in insurance do we make sales so hard? A simple process of building rapport, making recommendations confidently and explaining the benefits is part of our job. Yet far too often we get mixed up and the details of what happens if they want a quote, what happens if their home is too old or they are a startup company that we just don’t ask.
Anyone who has sat in any of my training knows how I feel about this one topic. You are a licensed professional. My mom, best friend and even my husband don’t know what insurance they need. You are licensed to make recommendations. When you don’t recommend, no one understands how it can impact their lives. It doesn’t matter which product, we all need to embrace the educational component of our job. We have to shake off the “No one has money” mentality and help people understand the real risks they are facing.
