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.
Think about it, advertising agencies successfully implement these same techniques all of the time and you can too. You just have to learn how to create a certain response in your prospect by tapping into their mental state and understanding every mental step associated with closing sales.
If you’d like to learn more, check out my book, Psychology of Sales: From Average to Rainmaker, where I teach how to understand the psychology of your prospect, so you can present your products and services the right way for each individual. Ultimately, you will discover how to use common psychological principles to increase your sales potential and boost your profits.
You can get Psychology of Sales: From Average to Rainmakerhere.
Written 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.
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.