A couple of my agents allow their minds to automatically default to the expectation of negative outcomes when preparing for sales opportunities. As a result, they often dread the sales presentation, fear the follow up call, and in some cases completely psyche themselves out going into a new appointment.
As you would imagine, when they go in with this attitude the result is often a self-fulfilling prophecy. The situation ends up coming out the way they mentally prepared for…negatively.
It doesn’t have to be that way...
The fearful agent thinks things are out of his control, but he is wrong. We control our thoughts going in to any situation. Our attitude, positive or negative, has a huge effect on the outcome of the phone call, the presentation, and most importantly, the sale. The fact of the matter is the best of the best don’t close every sale, but if you want to improve your chances, start everything you do with a positive mindset.
Take a few minutes before every phone call or appointment, and envision an extremely positive outcome. See the phone call going great. See yourself closing the sale. Make it a point to clear your head from outside problems and distractions every time.
Making a sale is hard enough without distractions. In addition to controlling your positive state of mind during a sales call, always be sure to be PRESENT in the moment. Eastern philosophers call it “mindfulness”. Keep your attention focused on the here and now. Be genuine. Be passionate about helping your client any way you can.
I guarantee from experience your production will increase tremendously, and your confidence will go through the roof.
Submitted by: Dennis M. Postema President/CEO, 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.
GET IN TOUCH.
Check us out on Social Media! Remember to Like, Follow, and Connect with us so you never miss out on the Latest Blog Posting's, Webinars, Updates, and Much More!
This site is not for the general public. It is for licensed insurance agents only. No portion of this website, or information contained therein, can be reproduced on other public or private websites without express written consent by Postema Marketing Group, LLC. Failure to comply with this policy will result in legal penalties. The materials contained in this site are for the purpose of providing our agents with a quick guide to products available through Postema Marketing Group. While we make every effort to maintain the accuracy of information provided on this site, Postema Marketing Group, LLC. DOES NOT GUARANTEE the accuracy of information provided on this site and is NOT RESPONSIBLE FOR ERRORS AND OMISSIONS. All information should be verified with Postema Marketing Group by the Agent.