We have all heard the expression "He could sell ice to an Eskimo". I suppose that means that someone is really good at sales. The question we should be asking is, "Does the Eskimo need ice?" In other words, are you selling what the client needs or just trying to make a sale?
In the life insurance field, it's not uncommon to sell too much or too little insurance. As agents we sit down with clients and ask a lot of questions regarding debt, family status, future financial goals, education plans and so forth. We find out what the client actually needs, not what we want to sell.
To be successful in sales, one must be ethical. That goes against the stereotype of the sleazy salesperson. I mentioned in my book that I worked with a guy whose mantra was "My income is in their wallet and I have to do everything I can to get it out of there." Wrong. And it wasn't long before he was out of the business.
There's an obvious reason why we need to do what's right for the customer and that is to get more sales down the road. I've never gone back to a car lot where I felt pressured or dealt with a sales rep who grinned as she saw my credit score. But I have returned to those who were upfront, honest and empathetic. Even if it meant that I was paying a little more, that extra was the premium for peace of mind.
I've read several articles recently about how car dealerships are suffering from declining sales. They blame the internet and apps, but I think it's more about the whole sales model. I don't have to haggle for a refrigerator, I just shop out the model I like and purchase it. This is impossible when purchasing a vehicle though, and the new web-based market, where information is readily available, has eliminated that whole "I'll need to run this past my manager" thing.
As I have mentioned, there's a case for "good pressure" instead of high pressure, but if you're planning on being successful in sales for the long haul, sell yourself first by being honest and likable.
Chris Castanes is a professional speaker who helps sales people succeed through workshops and humorous presentations. For booking information, click here. He's also the president of Surf Financial Brokers selling life and disability insurance in several states.
In the life insurance field, it's not uncommon to sell too much or too little insurance. As agents we sit down with clients and ask a lot of questions regarding debt, family status, future financial goals, education plans and so forth. We find out what the client actually needs, not what we want to sell.
To be successful in sales, one must be ethical. That goes against the stereotype of the sleazy salesperson. I mentioned in my book that I worked with a guy whose mantra was "My income is in their wallet and I have to do everything I can to get it out of there." Wrong. And it wasn't long before he was out of the business.
There's an obvious reason why we need to do what's right for the customer and that is to get more sales down the road. I've never gone back to a car lot where I felt pressured or dealt with a sales rep who grinned as she saw my credit score. But I have returned to those who were upfront, honest and empathetic. Even if it meant that I was paying a little more, that extra was the premium for peace of mind.
I've read several articles recently about how car dealerships are suffering from declining sales. They blame the internet and apps, but I think it's more about the whole sales model. I don't have to haggle for a refrigerator, I just shop out the model I like and purchase it. This is impossible when purchasing a vehicle though, and the new web-based market, where information is readily available, has eliminated that whole "I'll need to run this past my manager" thing.
As I have mentioned, there's a case for "good pressure" instead of high pressure, but if you're planning on being successful in sales for the long haul, sell yourself first by being honest and likable.
Chris Castanes is a professional speaker who helps sales people succeed through workshops and humorous presentations. For booking information, click here. He's also the president of Surf Financial Brokers selling life and disability insurance in several states.
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