Don't be shocked when you learn the three things you should never do are exactly what you're told to do. These three things are setting you up for failure. It's no wonder over 90% of the people entering the insurance and financial services industries fail in less than three years. You never want to cold call even though that's e... Read more
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A poor sales conversation can get you off tracking. Even though you may not be aware you're doing it, after a bad appointment you shut down and don't function at your best. You're calling a time out. I encourage you to take a time out. Just make sure you spend that time in a way that provides value for you.
During prime selling time it's not uncommon to find salespeople sitting in the local coffee shop reading the paper because they need a little time to get over the last sales call. When you have a really bad sales conversation it can be upsetting even demoralizing. Time to regroup before the next appointment can be time well spent. While the experience is fresh in your mind replay the experience in your mind and learn from it. When a sales conversation doesn't go well you got a stall or objection, or you didn't connect with the other person. Get value from this experience by doing a few things that will prevent a repeat of the same experience with another prospect. Pinpoint where things started to go wrong. If you failed to connect was it because: you didn't do your homework so you didn't know enough about the prospect, you didn't adapt your communication style to one that was more comfortable to the prospect, or did you try to sell the prospect and manipulate them? Failing to listen to the prospect causes the prospect to feel disrespected. When you get a stall or objection and your solution is a good match it happens because you didn't help the prospect to discover the value in your solution. Either you don't understand the buying process, or you just need more practice to develop the skills needed to help the buyer through this thought process. In the meantime all is not lost. Start making a list of all the stalls and objections you know you'll get or could get. Here are some common general objections: It costs too much I'm confused and don't know what to do Well, this really isn't all that important I'll have to think about it I need to check with someone else. Start with these and add to your list until you've thought of as many as possible. Now start thinking of examples and stories of other people or other situations where people thought these things too. Use stories to make a point that removes the validity of that objection for the prospect. Engaging the prospect with stories is a non-threatening way of getting the prospect to look at things from another perspective. Stories help people to gain a better understanding, and they increase your connection. As you spend time replaying the conversation and thinking of ways you can adapt your behavior in the future you'll start to regain your confidence. You'll get fired up for the next insurance sales conversation, and you'll be much better prepared.
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