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Translating Concepts into Actions for Insurance Sales Success

By: Cheryl A. Clausen

As you begin to learn how to sell you learn at a conceptual level. At that point everything you read and hear sounds pretty good. You know these ideas have worked for other people so they should work for you. That's only partially true. It is a fact that those ideas have worked for other people. It's also a fact that you aren't those other people and what worked like magic for someone else may not work at all for you.

The unsuccessful experience you may have had trying to implement the idea doesn't mean you are a failure, or that you can't sell. What you can learn from your experience is that you haven't learned how to adapt that concept to fit your particular situation and your particular attitudes and skills. Your experience just means that you're having trouble translating a concept into actions that work for you.

Translating sales concepts into workable actions isn't easy when you're not very clear about who you want to attract and what you do for them. This lack of clarity on your part is probably the source of your current struggles. Until you can be very clear about specifically who you want to sell to you won't be able to learn enough about those people to know exactly what they want and why. That means you end up with a really poor message that doesn't help your prospects to see how you know the big thing they want and how to help them get that.

It's impossible to convey your value to prospects without this underlying understanding. Your prospects don't care about products they want to know about how to get their desired outcomes. So, never talk to them in terms of products because when you do you lose them. Avoid using a prepared presentation provided to you by the source of your products because the focus of those presentations is the product not the prospect. And that makes it very hard for you to have a selling conversation that results in sales.

Instead of focusing on your agenda and what you want focus on the prospect. As you learn about a new selling concept ask yourself how you would feel if you were on the receiving end of this idea. If you don't think you'd feel comfortable you won't feel comfortable when you try to translate that concept into action.

As you implement sales ideas when you see your prospect reactive negatively you'll know for the way you've implemented the idea isn't right for you and your situation. Recognize you don't have it right yet because when you do it will feel like you and the prospect are in step moving together to the closed transaction like an army marching in cadence. So how do you need to adapt the sales idea so it does feel right for both you and your prospect?

Identify how you could adapt this sales concept to better fit you and your prospect. There may be parts of your prepared sales presentation that have value and that you will want to work into your sales conversation at the appropriate time, but unless you're holding a group sales conversation with four or more people tank the presentation and learn how to translate selling concepts into real selling conversations. You don't hold selling conversations when you're doing all the talking and following a script. You do hold selling conversations when the prospect is doing all the talking and you're guiding them along the path to the end they want.

Article Source: http://www.article-voip.com

Author: Cheryl Clausen can help you get where you want to be. Improve your Sales Techniques, get her free analysis. Increase your sales today through Sales Coaching, check this out.

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