You would naturally think that insurance sales tip and ideas by top industry professionals, would be a wealth of information. My analysis illustrates the contrary. Viewed as top professional leaders by some, they better fit the term misleaders. Find out why following super sales ideas sources can roadblock your career.
Just recently, I spent 6 hours and $25.00 reading a book on over 200 super sales tips and ideas. The wide spectrum covered mainly prospecting, referral, presentation, and closing strategies. These ideas were the "best of the best", compiled from a successful ongoing sales magazine. The writing on the cover immediately intrigued me. It highlighted getting a quick close every time developed from field-tested strategies using painless prospecting.
For the last 26 years, I have devoted considerable time to making a worthy analysis of the career characteristics of health and life insurance agents. I have always maintained that agents need new ideas or changes that can improve their career stability. After all a mortality rate of 93% after 4 years is not a healthy statement. Ordinary, hard working sales agents who create new concepts to increase income and longevity did not give the sales tips in this book. Instead, the article topic writers were titled chief marketing officers, executive marketing representatives, director of sales, regional sales managers, firm presidents, and more of the same.
My conclusion clearly did not measure up to my initial anticipation. Sincerely, some of the best tips included this one... purposely printing your sales message upside down to gather greater attention. Many ideas were packed around getting involved in as many business or social groups as possible. These were promoted as gold keys to getting easy referrals. Scattering yourself in 200 different directions is the fast track to career suicide. I received from these tips a reinforcement on what I had already conceived as being true.
90% OF INSURANCE SALES TIPS ARE GIVEN ON A DESCENDING RULER OF QUALITY
Almost inevitably, the higher rank of the company sales tip giver, the poorer quality of the resulting idea. High-ranking sales managers have a hard time giving advice on a subject they know so little about ... making sales. As proof look at the 100 year traditional advice given by sales management for effective calling. It did not work then, it does not work today. Sales management always encourages obtaining free leads, especially referrals where they have 50 unproven ways to easy obtain them. LOOK DEEP. Insurance and other sales management does not want to spend money providing quality leads. This is why all the hock us-pocus, and mental illusion is used.
THERE ARE TOP INSURANCE SALES TIPS AND IDEAS.
Know where to search for the information. The most important tip I can give you, is to make sure the idea is supplied as free information. All too often, it is given by a company salesperson, supporting their newest sales materials, as being the best since the beginning of humanity. Search out independent writers of sales articles or insurance topics. These are the pro writers being straightforward to the point and not deceiving. Recycled 50 year old sales ideas that did not work then are not going to come alive now.
REMEMBER THE OTHER HALF OF INSURANCE SALES SUCCESS
Sales success must include the constant upgrading of ideas and skills in prospecting, presentations, and closing. Equally important is devoting constant attention to reaching new personal trait level highs. None were covered in the book I read. Gaining self-confidence, getting rid of fear, acquiring self-motivation and self-help, along with constant goal setting cannot be overlooked, even for a brief time span. Selling reaches a new plateau when you discover how prospects buy from you. This is where you need to spend your time and skills.
