Sociologists tell us that over the past 20 years our lives have become much more complicated, more hectic and more harried than ever before. We have more than 20 times the duties and responsibilities than we had 100 years ago. We have 20 times more intrusions and distractions than we had even 20 years ago.
But, cognitive scientists and behavioral psychologists have concluded the human brain has not yet evolved enough to handle the onslaught of information vying for our attention.
This has a direct impact on selling insurance.
Television, radio, Internet, email, smartphones, text messaging, and social media have all accelerated both the quantity and the speed at which information comes at us. So, our brains are overwhelmed with thoughts and information — all day long.
Therefore, we find it hard to slow down, relax, and focus on one thing at a time. We constantly "multitask" trying to get it all done, but it isn’t as productive as you might think. Contrary to popular “wisdom," a recent study at Stanford Research Institute discovered we really don't have the ability to multitask because our brains don't actually hold more than one thought or focus simultaneously. Our brains actually juggle multiple tasks, thoughts and attentions — quickly alternating among several, with the perception we are doing them all at once. The result of all this juggling is that we do not really pay enough attention to any one of them very well.
Each task is only getting partial or temporary attention.
We jump to conclusions and assumptions based on partial or incomplete information or without careful thought regarding the ramifications of our decisions. Consequently, we often make bad or wrong decisions — mistakes and errors in judgment or assessment —just like our clients, prospects, leads and referrals.
They say "no" before they "know."
People often object to their need for the insurance or annuity you propose because they simply are not focused enough on what you say or ask them to read. They do not listen or read carefully enough to understand their need or problem.
You think they process every word or thought you express, but they don't. It's simply a failure to communicate effectively based on their mental inattention and distraction. Therefore, it is absolutely imperative you slow down your communication and help people focus on what they need to know.
We all need to become more deliberate in both the way we listen to and speak with our clients and prospects. This often requires repeating the same message or information several times before we can be sure they "get it.”
Written by: Dan Viñal, President, WebPrez Videos
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