Almost all types of sales presentations can initially cause your insides to churn. I remember my first presentation to list a house for sale. I made it through without wetting my pants. However, when I made the transition to insurance sales, things changed. For my first presentation, I expected a rough train ride, but got an hour-long roller coaster jolt with no seatbelt or tranquilizers. I was stuttering, squinting, shaking, and squirming, with every four-letter word racing through my mind why I should get out now. Extreme Shock Treatment at the ultimate level.
Your insurance sales manager will tell you that shaking the insurance presentation butterflies is simply a matter of giving more presentations. WRONG! Many insurance sales managers will lose up to 75% of their sales representatives in the next 12 months. There are two main reasons, with each having about an equal share. The first reason is that insurance trainees never receive enough personal sales training and quality leads to make a survival income. The other is that in many trainees, insurance presentation pressure builds and builds until they mentally and financially cannot take it anymore.
SOME CAUSES
There are many causes, and until the main ones are uncovered and resolved, your mind, body, and pocketbook will suffer. Lack of sales experience is a minor one and never the root. Dig deeper for the real cause. It could be that you are trying to sell outside your comfort zone. Starting out with prospecting for high-income clients can be very unproductive. Many insurance agents carry with them information about 20 different products. To change prospects to clients, they expect you to know your product inside and out. If you are using cold calling by telephone to find prospects, the hundreds of no answers places a very negative attitude in your mind. In addition, you cannot use a sales presentation that sounds canned and makes you feel or sound uncomfortable.
Selling insurance should be virtually objection free, not a battle between you and your prospects.
The goal is to keep your mind relaxed, your body comfortable, and your presentation easy and rewarding. It is really not all that hard.
SOME REMEDIES
Insurance sales are a result of self management. Do NOT expect your sales manager to help you. First, you must get your mind and body in order. You want confidence in yourself and inner comfort and ease in talking to others. The easiest way to begin is by giving yourself short daily consistent shots. Start to read an Ebook from the masters on building confidence and trust and conquering your fears. Two of the best books, now in ebook form, is "Think and Grow Rich" by Napoleon Hill and "How to Win Friends and Influence People" by Dale Carnegie. There is a whole library of internet ebook choices to inspire you.
A MARKETING PLAN
A change will do you good. Concentrate your efforts on people who are in your comfort zone. If you used to do construction work, obtain lists of electricians, carpenters, roofers, or repair people. Whatever your choice, start with people you are comfortable with before expanding. Next, choose two or three products only that fit this market. Call yourself an expert in this area, and make sure your product knowledge shows it. Lastly, get rid of the baby blanket... the company-canned speech. Read internet articles on sales skills, tips, and presentations will help you develop your own. Turn the butterflies into sales dollars. Before you walk into your prospect's door take a minute. Picture yourself already making the sale. Now go for it, the presentation is only a formality.
Well published author, Don Yerke likes to concentrate on what you don't know or what no one else dares to print. Tell it like it is. The website address is http://www.agentsinsurancemarketing.com.
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