Fear is Making it Even Harder to Sell Insurance
Fear is Making it Even Harder to Sell Insurance
Does this mean you’re doomed to fail due to circumstances beyond your control? Absolutely not; in fact, you’ve never had a better shot at succeeding beyond your wildest expectations than you do now. However, you can’t keep doing what you’re doing now and make it work.
Cold calling has always stunk. It took a ton of time to produce a ridiculously small number of low value appointments. Cold calling was the gut it out approach you used in the beginning just to survive. What you’ll discover now is people are even quicker to reject you than they ever were.
Remember, they’re scared to death they’re going to lose everything they’ve worked their entire lives to get. They’re worried they don’t have enough money set aside to get through this crisis. They’re scared to death their job will be the next one to get cut and they don’t know how they’ll survive without a regular paycheck.
They have zero tolerance for spending money for anything over and above the basics. Face it, as they look over their monthly budget and what they can cut insurance ranks up there at the top of their list of things to cut. They aren’t exactly anxiously waiting for your call, and they throw your pre-approach letters in the garbage unread unopened.
Like it or not, if you’re going to be counted among the victors who make it through this crisis smelling like a rose you’re going to have to make some changes in your approach. You’re going to have to do some things you never did before because you were either too lazy to do them, or you didn’t know you should do them. Most of all you can’t afford to waste valuable time chasing after the wrong people.
The producers who do these three things will be the ones who out sell all their counterparts and build a recession proof business that takes care of them now and always. First, you have to sharpen your knowledge about the best clients for you and know how to get their attention and interest. Second, you have to adapt and align your products and services to meet your best clients where they are now with their current challenges. Finally, you have to completely change the way you talk about what you can do for your potential clients so you can eliminate rejection by removing the barriers before they have a chance to go up.
Fear is Making it Even Harder to Sell Insurance - To learn more about this author, visit Cheryl A. Clausen's Website.
Like this article? Share it with your friends
As if selling insurance hasn’t always been a challenge you can thank our friends in Washington D.C. for making it even harder. Yep, thanks to the government’s failure to sound the alarm before it became a crisis, and ineptitude dealing with the crisis once it hit Uncle Sam has created a very special new client for you. Your new potential clients are scared to death and guard their wallet like a junk yard dog.
Does this mean you’re doomed to fail due to circumstances beyond your control? Absolutely not; in fact, you’ve never had a better shot at succeeding beyond your wildest expectations than you do now. However, you can’t keep doing what you’re doing now and make it work.
Cold calling has always stunk. It took a ton of time to produce a ridiculously small number of low value appointments. Cold calling was the gut it out approach you used in the beginning just to survive. What you’ll discover now is people are even quicker to reject you than they ever were.
Remember, they’re scared to death they’re going to lose everything they’ve worked their entire lives to get. They’re worried they don’t have enough money set aside to get through this crisis. They’re scared to death their job will be the next one to get cut and they don’t know how they’ll survive without a regular paycheck.
They have zero tolerance for spending money for anything over and above the basics. Face it, as they look over their monthly budget and what they can cut insurance ranks up there at the top of their list of things to cut. They aren’t exactly anxiously waiting for your call, and they throw your pre-approach letters in the garbage unread unopened.
Like it or not, if you’re going to be counted among the victors who make it through this crisis smelling like a rose you’re going to have to make some changes in your approach. You’re going to have to do some things you never did before because you were either too lazy to do them, or you didn’t know you should do them. Most of all you can’t afford to waste valuable time chasing after the wrong people.
The producers who do these three things will be the ones who out sell all their counterparts and build a recession proof business that takes care of them now and always. First, you have to sharpen your knowledge about the best clients for you and know how to get their attention and interest. Second, you have to adapt and align your products and services to meet your best clients where they are now with their current challenges. Finally, you have to completely change the way you talk about what you can do for your potential clients so you can eliminate rejection by removing the barriers before they have a chance to go up.
Fear is Making it Even Harder to Sell Insurance - To learn more about this author, visit Cheryl A. Clausen's Website.
Like this article? Share it with your friends
 | |
 |
No article feedback found. |
| |
Leave Your Feedback |
 | |
| |||
Leanne Hoagland-SmithAre your sales where you want them to be? Will you be one of the few who achieves sales or business success or one of the many who have failed to change? Are you tired of being told you are like everyone else? Then you may find my first book on sales of interest. Be the Red Jacket in the Sea of Gray Suits, The Keys to Unlocking Sales available at Amazon or at http://www.processspecialist.com/red-jacket.htm. This book is a reflection of my no-nonsense approach to improving sales to overall business results. If you are truly committed to making sustainable changes, then I can help you secure a positive return on your investment because I focus on executable solutions not telling you the problems you already know you have. From training to corporate (group) coaching to executive one on one coaching, my approach is to assess, create awareness, build a goal driven action plan and then execute. The bottom line question is "Not do you or your employees know it, but do you or they want to do it?" Please call for a free strategy session at 219.759.5601. - Visit Leanne Hoagland-Smith's Website |
|||
Cheryl MatthynssensCheryl is a life skills coach, licensed Chemical Dependency Counselor and a 20 year entrepreneur. Cheryl's dedication to achieving a life of balance led to her expanding her teaching from the simple managing of life's daily challenges to adding financial well being as well. A direct marketer with DrinkACT, she is gaining ground in the online community with her concepts of making sure business owners, entreprenuers and employees have well rounded life styles. She opened up a small affiliate site - The Balance Guide- to help others find resources for mental and emotional well being. Visit Cheryl's blog to see more of the diversity beyond business she has began offering online at www.thebalanceguide.blogspot.com - Visit Cheryl Matthynssens's Website |
|||
David AchesonDavid Acheson is the founder of DCJA Consultancy. DCJA Consultancy is a management consultancy business specialising in B2B sales consultancy. They offer bespoke and packaged sales consultancy including Sales Optimisation Review, Interim Sales Management, Sales & Marketing Review, 1:1 Sales & Management Staff Analysis, Management Training, Solution Sales Training, Creation of New Pay Plan, KPI's, run Customer Feedback Campaigns, assist with Recruitment, Coaching, Appraisals and set up Strategic Marketing Campaigns. David spent his early career in accountancy and then moved into sales in 1982, working in Office Equipment, IT, Advertising, Training, Outsourcing and Consultancy. He has held many Senior Positions in SMBs and Global Organisations including Head of Sales Operations & Head of Business Development. His knowledge, skills and great experience of the Sales Industry has led to David making keynote speeches and running educational sessions to key businesses through organisations including The Chamber of Commerce and Business Link. - Visit David Acheson's Website |
|||
Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
|||
|
To learn more about the Evan Elite Author Program please contact us. | |||
 | |
|  |
Subscribe to Cheryl's articles
 | |
|
|  |
 | |
|
| |
 | ||||||
|
 | ||
 |
||
|
||
 |
||
|
| ||
 |
| Have you written articles that would be of value to entrepreneurs? Become an expert on our site by publishing them! Expose yourself to a wide audience, drive more traffic to your website and get more sales! Click Here for details. |
|
|
 |
| Modeling the Masters: Learn the true secrets behind Walt Disney's business success factors & grow your company! Video produced by Phanta Media |
|
|
 |
"Learn straight from Evan how you can Make a Full Time Income (And More) from a Website"
Click Here To Learn More |
|
|
|
|
Get advice & tips from famous business owners, new articles by entrepreneur experts, my latest website updates, & special sneak peaks at what's to come!
|
|
|
 10 Areas of Differentiation Federal Antitrust Laws Strategic Alliance Zero Based Budgeting Special Report |
|
 | ||
 |
Top 50 Social Media Blogs
Top 50 Social Media Blogs | |
 |
Top 50 Marketing Blogs
Top Blogs To Watch In 2008 | |
| ||
 | ||||
| ||||
|
| ||||
| ||||
|
|
|
|
|
||||||||||||
|
Email us your ideas on how to make our website more valuable! Thank you Sharon from Toronto Salsa Lessons / Classes for your suggestions to make the newsletter look like the website and profile younger entrepreneurs like Jennifer Lopez and Sean Combs!
|
|
|
