Persuade somebody to buy something.
That’s how I would have defined selling prior to having any actual sales experience. After a couple of years I’ve realized that it’s much more of an art form than that. You find out how the person thinks and see what drives them to a decision. Only then can you take the time to create a solution that solves their needs.
I really think that the best sales are the ones you have to fight for. The person says they're not interested and that they don't want to talk to you. They have objection after objection.
20 minutes later, you’re both laughing about something and they are your newest client. It really gives you the confidence to know that, if you can close that person, you can close anyone. It’s a domino effect and is one of the best things about sales.
Except sometimes, you need to be okay with not closing everyone.
It’s really important to be self-aware in our profession. I think most of us realize what we did incorrectly that led to a no-sale as soon as we get off the phone. The best people recognize that failure is a part of the game, but that you can easily turn your weaknesses into strengths over time.
I truly believe that if you do your job the right way, the ONLY reason you don’t close someone is a lack of trust. With inside sales it can sometimes be difficult to build rapport. That is where taking a few minutes talking about something other than insurance can really go a long way.You need to have the emotional awareness to understand that they might be a bit on edge when talking to someone about insurance over the phone.
It’s important to go into a conversation with the notion that I will close this person. If you’re thinking that way, then anyone can be sold at any given moment by the right process and person. Is it going to happen every time? Probably not. But having that confidence will only lead to success.
I’ve realized that in sales, YOU determine how successful you are.
The harder you work, the more efficient you are, the more lucrative it can be. Money tends to be a common motivator for many, but I'm also motivated by the opportunities sales can open up. When you are successful in sales, it’s a great stepping stone in a career. I’ve picked up countless business and communication skills as result of selling.
It’s really a job unlike any other.
Growing up, I knew my father was in sales. I never really thought much about it other than that it was his job. My brother, too, found success in sales. When I went to college thinking I'd break the Ramos mold, my brother told me I'd end up wanting to be in sales.
Little did I know he would be right and that I would be loving it.
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