You Can’t Handle The Truth…But They Can! - Insurance Sales Training

Guest post by: Brian Sullivan
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Truth - Sales and Marketing Training - By Brian Sullivan

Is your company or product too good to be true? When you deliver your sales presentation, do you talk about all the benefits and hide from areas you fall short? Next time as you deliver your benefits, tell the customer about an area or two where you are NOT perfect. Why? Because your prospect will believe your benefits even more by doing so.

For instance, an advertising agency did a test on two products. For the first product, they mentioned they were better than the competition in three of five areas. The second product was said to be superior in all five areas. You might be surprised to hear that the ad that mentioned it wasn’t absolutely perfect was the one that performed better. Surprising? Yes. But think about why it was the case. People want the truth. They don’t want manipulation or half-truths. If they get a “too good to believe” story, they will go out on their own and discover the areas you aren’t perfect on their own. Uh-oh…there goes your credibility.

So this week, keep it real. Be the salesperson that gives them everything they need to know. If your company or product isn’t as good as the competition in one or two areas, but blows the competition away in others….great! Sell your benefits with passion, and your shortcomings with integrity. In the end, you will develop the trust you need to create customers that will keep calling YOU for the truth.

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Truth - Sales and Marketing Training - By Brian Sullivan

About the Author: Brian Sullivan

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Brian Sullivan, CSP, is a member of the National Speakers Association and an internationally known expert on sales and leadership. Brian is one of about 10 percent of speakers worldwide to have earned the Certified Speaking Professional Designation awarded by the National Speakers Association and the International Federation for Professional Speakers. He delivers high-energy, no-nonsense, interactive seminars on his PRECISE Selling Formula to a companies looking to become famous in their industry. He has been quoted in magazines such as Selling Power and Business Week and is the author of the book, 20 Days to the Top- How the PRECISE Selling Formula Will Make You Your Company's Top Sales Performer in 20 Days or Less. Brian also hosts a talk radio show on ESPN Hot Talk 1510 called "Entrepreneurial Moments," a show dedicated to helping business people of all types. Brian lives in Kansas City with his wife Leanne, and children Jake, Shea, and Maggie.
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