Gary Remland, President & Owner at Remland Insurance Services, Inc .
You may have heard this quote before, “prior preparation prevents poor performance.” Before you go into a sales call or meeting you need to have the preparation to back up your enthusiasm. If you go into a sales meeting without doing the necessary research, you will not be able to transfer your energy and positive attitude to the prospect.
You need to have the right attitude and state of mind when you are going into a sales call. Think about your sales calls in terms of why does this person want to buy from our agency? Rather than focusing on selling a customer on why you’re the best agency to go with for California home insurance, auto insurance or life insurance figure out their buying motive really is. What are they looking to get out of their coverage, in regards to added benefit or perhaps enhanced security.
Determine how the decisions are reached and what aspect of the decision is the most important. On your next sales call, open with this question, “When I say (fill in the blank with your product) what comes to your mind? This will give you a good indication of some aspect they will factor into making a decision. Example: If they respond, “Sitting on hold for 30 minutes”, customer service is obviously very important in the agency they select. So speak about your excellent and knowledgeable customer service representatives. This is likely a hot button issue for your potential customer.
To help in preparing for sales calls, try to gather as much information as possible regarding if you will be meeting with the decision maker. If applicable, find out why they are reconsidering their current provider and what agency or carrier they used in the past. Many customers will contact your agency after they have had a bad experience with a large carrier. The service aspect of dealing with a large carrier may have caused them to re-evaluate their insurance needs.
In the case that they are taking out additional coverage, work on ways to “round them out.” If you close on one policy, you may have the opportunity to offer bundled policies to pass along a greater savings. This is a great tactic when it comes to prospects that are re-evaluating their current provider.
With this information, form a plan of attack and present it in a compact, direct manner. Remember to keep your tone conversational but stay to the point and focused. If your preparation only carries you so far, fall back on the confidence that you can find the right fit in your policies for their individual needs.
Who are our companions this time? Or maybe we prefer to enjoy the holidays alone? Wherever he had gone, of course, want a successful and memorable vacation. Indeed, small incidents often occur suddenly, is difficult to prevent. However, it has nothing in it than we earn good memories. Workload can not be predicted. Sometimes it makes your vacation with the family failed miserably. Consequently you have to enjoy the holidays alone. But that does not mean you can not enjoy it. Just follow these tips!
1. Vacation means time for your own selfish interests without having to bother thinking about other people. Make a list of things you can do that yet. If there are things in the list you can do during the holidays, do it. Do not hesitate.
2. Treat yourself like a king or queen. Go to your favorite restaurant, favorite menu messages. Or go to shopping and buy stuff that you’ve wanted for a long time.
3. Call your relatives or friends who are also the same fate with you (you certainly are not alone). Encourage them to plan something fun, for example partying, or just hangout together.
4. If all the things you’ve done, the last that can be done is sleep and rest. Try to remember, when was the last time you can sleep soundly without the heavy burden of thoughts and distractions!
So, the singles holidays, it does not matter right?
