Tweet

No Pain/No Change...Don\'t Believe It - Insurance Sales Training

Guest post by: Brian Sullivan

Article Overview: Ever had this thought, \"The mistake my current vendor made was to assume that because I never complained, they would always get my business. Wrong assumption.\"?

No Pain/No Change...Don\'t Believe It - Insurance Sales Training

Salespeople have been taught for generations that their job is to find the prospect\'s pain and then provide a solution. But what happens when the prospect has no pain? Does that mean you can\'t sell to them? The answer is...NO! For example, last week I planned on placing a product order from a company I usually do business with. They have always created a good product and provided acceptable service. So why did I FIRE them and choose another vendor? I did it because a top performing salesperson proved he wanted my business more. He consistently called on me. And when he did, he didn\'t search for pain, instead he searched for things my vendor did well and promised to do them better. The mistake my current vendor made was to assume that because I never complained, they would always get my business. Wrong assumption.

Here are the lessons from this experience:

• Consistently reach out to prospect\'s whose business you want. And when the other supplier gets complacent, you will be there to win.
• Don\'t assume because there is no pain, you have no chance.
• If you own the business already, you better work for it. Regularly ask, \"What are we doing we should keep doing? What are we doing we should stop doing? What aren\'t we doing that we need to begin doing?\"

So this week, make a list of your best customers, tell them you love them, and ask how you can do even better. Then go steal the business from the countless complacent salespeople that believe \"no pain/no change.\"

Related Articles
  Insurance Sales Training
  Driver Training: Which Types Are Best For Insurance?
  Car Insurance - Gap Insurance
  How Successful Can You Become with Primerica?
  Home-based Business: Insurance Broker
  What do you call yourself?
  The Right Age to Buy Primerica Life Insurance
  Primerica Life Insurance Policy: Making Money With Network Marketing
  How are Car Insurance Premiums Increased?
  How to Sell Insurance – Really
  Business Insurance Coverage
  Insurance Sales Training
  TRADITIONAL SALES TRAINING LEADS TO DECLINE IN SALES
  Moving/Relocating: Updating Your Insurance After A Move
  How to Get the Best Rates on SR22 Car Insurance
  How Current are your Training Programs?
  Guide to Selling Your Car and Stopping Insurance
  Farmers Insurance Company - Car Insurance Coverage
  UK Business Finance - Do I Need To Insure My Equipment?
  Why Is The First Auto Insurance Quote Not Always The Best Quote?

Article Tags: medical sales training, sales and marketing training



Related Forum Posts
Re: Insurance for Home Based Business? - hi there I'm a newbie here.I can get good information regarding the Insurance for Home based business and more. It's really safe to have Insurance for a home based business. Thanks a lot for discussing some important issues here and i feel really happy to be a part of this.
7 words or less for Structogram - Some "7 words or less" (more or less) for Structogram for your comments: Training to get your message across(6) Secrets to get your message across (6) Training so people will listen to you (7) Helping you get your message across (6) Training to learn to get your message across (8) Communications training for yourself and your team (7)
New Small Business Topic - Hello everyone, I'm on the lookout for new topics to add to my site. We just launched a Franchising section and are planning Human Resources section. Do you have any thoughts for a new section? Here's a list of what we currently have: Angel Investors Branding Bank Loans Business Coaching Business Plan Franchises (New) Insurance Legal Marketing Public Relations Sales Small Biz Loans Venture Capital
Online Sales and Marketing vs Traditional - Hi Evan, I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing
Re: Online Sales and Marketing vs Traditional - [quote="ltrahan":31w9r2iz]Hi Evan, I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing[/quote:31w9r2iz] I second the request...


Share this article with your friends. Fund someone's dream.

Leave a comment below or share on the left and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.

Newsletter

Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!

Name:
Email:

Popular Articles

10 Steps to a Great Support Team

The Right Job - Part Five 'Compensation'

Selling On Ebay The Good The Bad And The Ugly

Suggestions

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.