Have you ever wondered why your sales are in a slump? More than likely you’re not enthusiastic enough about your product or even your business. The fact is nothing is sold without enthusiasm. Now, I admit some people will already know what they want, they just need to find someone who sells it, and you could very easily be that person. However, those cases are few and far between.
It’s possible you lack enthusiasm because you don’t understand your product enough to get excited about it. If this is true, it could lead to an even bigger problem in which you may not believe in your product at all.
So, let’s stop right there…
If you are an advisor and you don’t believe in the products you offer, either find products you do believe in or get out. We’re in the industry of changing people’s lives by protecting their families and retirements, and we don’t have room for non-believers who don’t study their products. If you have done your homework and are a believer, you need to get pumped up and excited that YOU ARE the solution to your clients’ problems.
Think of it like gasoline to a car. If you don’t have it, the car doesn’t move. So just like gas, if you are out of enthusiasm, the sales process won’t move along either. Please understand I am not suggesting you pressure someone into buying. I am, however, suggesting you share the excitement with them. Only then can you truly help them achieve all of their financial goals.
Here’s a fair warning though: Spilling gas all over can be a very bad thing. So make sure you don’t have so much enthusiasm that you are the only one talking and you forget to listen. Listening is just as important, if not more important, than being enthusiastic and believing in your product.
Tell me, how has enthusiasm helped your sales in the past?
Submitted by: Dennis M. Postema, President & CEO of Postema Marketing Group, LLC
Postema Marketing Group is a full-service Independent Marketing Organization (IMO) dedicated to providing world-class products and services to our clients. We have partnered with some of the strongest names in the insurance industry and proudly serve independent agents from coast to coast.
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