Insurance Sales Training: Given Enough Persistence Anyone Can Succeed, but Do You Really Want to be that Persistent?
Given enough persistence and determination anyone can succeed at anything, but why climb the steep and rocky path when you could take the highway? Your current insurance sales training is directing you to take the steep and rocky path that requires a ton of persistence and determination to have any hope of ever getting to the top. The failure rate in the industry is enormous, fewer than 13% of the new people entering today will still be in business in 3 year. Let’s look at the current path and the better path.
When you have to try that hard it both looks and feels ugly. You’re wearing the cologne called “au de desperate” and the stench is overpowering to both you and everyone around you. Your stench proceeds and crowds part to get away from you. The more desperate aka persistent you are the more determined the people you are trying to move closer to are to get as far away from you as possible. This happens because your current insurance sales training isn’t teaching you how to attract the people you so desperately want to meet to you.
Your current insurance sales training doesn’t teach you how to build relationships. If you want to last in the insurance business it’s all about the relationships you form. Think about it, just like you may be new in the business now and your trying to get business by taking business from another agent there will always being someone new on the horizon and unless you’ve built relationships with your customers that makes them loyal you’ll always be battling the customer drain game.
Your reputation proceeds you. I don’t care where you are people talk, and if you’re learning tactics and practices in your current insurance sales training that offend people and puts them on the defensive the people you’ve talked to will warn others to avoid you. You’ve experienced this yourself on the buying end too. When you purchased your last car as you drove off the lot were you thinking that you’d never buy another car from that jerk? Don’t ever be so persistent aka desperate that the people you meet with are thinking that about you.
If your current insurance sales training isn’t working what are you supposed to do? Recognize that your current training isn’t all bad or all wrong, but that there are some pretty big gaps that need to be filled or corrected. A fail-safe sales process will contain these elements: it will help you to help others to help you, it will help you to get the right people in your sales funnel, it will help you to succeed doing the things you are comfortable with and good at, it will help you to lay the foundation for long-term relationships, and it will help you to “help” other people to buy so you are never “selling” anyone anything.
It’s not your fault that what you are being trained to do makes things so hard. Realize that there is a better way. Recognize that there isn’t just one way to be successful and that to be truly successful you have to develop your own recipe for success that you can follow over and over again every time you need to put money in your bank account.
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