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25400 U.S. 19 N, Suite 221
Clearwater, FL 33763
There are many elements to becoming a great salesperson, but have you ever considered the role psychology can play in increasing your closing potential?
Few agents and advisors realize their prospect or client’s psychology is an integral part of the entire sale process. In fact, rarely do sales professionals from any field—not only insurance— consciously think about it even though they could be using it to their advantage. Honestly, it’s a real shame because an understanding of how the client thinks can literally close a sale! When you utilize the basic psychological principles of attracting attention, arousing interest, creating desire, and moving the will of the prospect to believe they want and need the product or service you have to offer, nothing can stop you. It works every time, and you never need any gimmicks or have to do anything shady. Simply utilize what you know about human thoughts and feelings to win over the prospect and close the sale. 
There are 5 entrepreneur characteristics that are common among anyone who strives to start and run his or her own business. These characteristics are found in entrepreneurs at any age, in any industry, and at any socioeconomic level.
You know all those vaguely little things in the back of your mind that you know you should be doing, or want to do, or perhaps have already started doing but haven't finished doing…
Those are what I call… Incompletions. Incompletions include all of the things we keep in our short-term memory that, point blank, we haven't "handled." And they pull on us. They nag us. They're in the back of our heads, nudging our consciousness, pressuring us to attend to them. Now you may think I am talking about pretty major things that we have been putting off for one reason or another – like confronting a business colleague about something gravely important, or updating your will and trust, or scheduling that medical procedure you've been avoiding. This can be everything from returning that package to Amazon, to cleaning out the downstairs hall closet, to re-polishing a resume, all the way to confronting a business colleague about something gravely important, updating your will and trust, or getting your home on the market. 
Salespeople use a lot of approaches to pull in clients, and insurance agents are no different. If you are new to this industry, it is even more imperative for you to develop an arsenal of strategies to implement when necessary. However, don’t think that all of your ideas must come from our profession. Having that mentality will only hold you back.
Here are a few excellent strategies from the auto, greeting card, and clothing industries to help open your mind. 
A while back I had the opportunity to speak to a group of local business owners about the topic of change. I always enjoy these events for a couple of reasons. They’re obviously great prospecting and referral opportunities, but I also like hearing about other business owners’ challenges and offering up any advice I can.
I started by asking, “How many of you are really living the dream today?” “Not someone else’s dream. Not what others think you should be doing, but the life of your dreams.” Some shook their heads no. Others looked around the room or stared at the floor. Only one raised her hand and said yes. How would you answer that question? Are you living the dream? If not, what are you doing about it? Has it always been that way, or have the winds of change taken all the fun out of our industry for you? 
I can’t tell you how many times I have noticed an inexperienced producer undo all their hard work and end up losing a shoo-in sale. They just don’t know when to stop talking, and their constant bantering can undo a sale.
For example, I watched a young producer several months ago do a fantastic job of piquing her prospect’s interest, making them curious about what she had to offer in terms of product and service. I could tell from the person’s body language they were ready to commit. Unfortunately, this young producer did not pick up on the same cues and continued trying to convince them to buy. She frustrated the prospect so much that they gave up and walked out without buying the policy. So, what did my young colleague do wrong? 
As you might imagine, I get the opportunity to talk with a lot of agents about the things they feel are holding them back from achieving the success they hoped for when they got into this business. No two stories are exactly the same, but one of the most common issues facing agents is how to get in front of more people.
That’s no surprise for any kind of business. In fact, most first-time entrepreneurs will tell you they had no idea how much time and effort they would have to dedicate to finding customers. It’s a huge challenge, but one you can overcome and actually turn into a competitive advantage if you’re not afraid to invest the time, energy, and resources to create your own unique recipe for success. One key is to understand that marketing and prospecting are not the same. 
Ever wonder how to stand out in your follow-up? Are you tired of leaving the same voicemail over and over again, only to hear crickets?
80% of all transactions occur between the 5th and the 12th client follow-up, yet 48% of all sales people never follow up with clients and 25% stop after two tries, so you can literally win the sales game by simply continuing to follow up (http://followupsuccess.com/2011/02/21/shocking-sales-statistics-as-it-relates-to-follow-up/). That being said, you won’t get far if you use the same method every time you follow up and have nothing new to say. We have to get creative here, people! This conversation about follow-up has been coming up increasingly in my coaching calls with my clients, and so today I wanted to share with you a secret weapon to add to your follow-up arsenal. This bad boy is dangerous, so expect big results when you start using it! 
Do you realize the power your body language holds?
It can literally make or break you next sale. With that being said, you can use body language to your advantage… if you know how. Here are nine body language mistakes you should avoid at all costs when meeting with a prospect or client. |
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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