People Don’t Buy Products!
One of the main reasons 90% of the advisors continue to struggle, is because they have a good (or a complete) understanding of the products they sell, and how those products can fix the problems people face today! Accordingly, they want to believe that all they have to do is tell (or show) people how great their products are, and what their products can do… and they will be able to convince people to buy.
Unfortunately, it takes most agents too long to find out the product is irrelevant! People don’t buy products… they buy a solution to ‘THEIR’ problems!
Yes, we know that you can convince some people to buy! But, we also know that when you try to convince people to buy, generally you end up making smaller sales… and missing the real sale!
If you want to increase your sales, then stop trying to convince people to buy your products or ideas! Instead, help them to convince themselves they have a problem!
Ask questions to get them to talk about their concerns and problems. The more they talk about what they want, the more they will want it!
Getting people to talk about their concerns and problems is the key to closing more and much larger sales!
Shift Your Perspective To Overcome Your Fears!
One of the main problems that is holding many agents back from reaching their full potential today, (even successful advisors) is that even though they know they need to “sell” their products and services, they feel fearful, or anxious about actually doing so. Most often, our fears of selling come in several forms. Either we worry about not being liked, or being perceived as pushy; or that we don’t know enough; we (secretly) worry that our product or service might not perform as we say, or we struggle with the idea of rejection.
Knowing the source of your fear (most of the time it is a combination of the above fears) is an important part of overcoming your fear of selling.
One of the best ways to overcome your fear (s) is to shift your perspective. How would it feel to think of yourself as “sharing information” about what you do? Or “helping people”, “showing benefits” or “sharing your passion?” If you feel uncomfortable or anxious about “selling,” find a way to shift your perspective to one of sharing information and helping, rather than “convincing someone to buy!”
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