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The biggest value I see in books is to help you with certain parts of your presentation that you feel can they can be improved, but only after you believe you are having a problem. Then read how others have handled that problem and take what several say and come up with your own solution.
Spend that time learning everything there is to know about the product you are selling. Literally become an expert on the subject. Give your prospect information they have never heard before. Present your product using logic and information.
When I finish presenting a Med Supp policy the prospect doesn't have anything of substance to object to other than price. I handle all of their likely objections in the presentation using logic. I don't want my prospect making emotional decisions that they are going to most likely regret when I walk out the door.
No two people can sell the same way. You have to make your "dog and pony show" fit you and your personality. I think too many agents are looking for a "sure fire way" to make sales. A lot of what I have read sounds great on paper but doesn't work worth a damn in a real life situation.
"Do not go where the path may lead, instead go where there is no path and leave a trail."
Don't sell insurance, sell you. You can only learn to do that through a lot of experience.
Spend that time learning everything there is to know about the product you are selling. Literally become an expert on the subject. Give your prospect information they have never heard before. Present your product using logic and information.
When I finish presenting a Med Supp policy the prospect doesn't have anything of substance to object to other than price. I handle all of their likely objections in the presentation using logic. I don't want my prospect making emotional decisions that they are going to most likely regret when I walk out the door.
No two people can sell the same way. You have to make your "dog and pony show" fit you and your personality. I think too many agents are looking for a "sure fire way" to make sales. A lot of what I have read sounds great on paper but doesn't work worth a damn in a real life situation.
"Do not go where the path may lead, instead go where there is no path and leave a trail."
Don't sell insurance, sell you. You can only learn to do that through a lot of experience.