I was reading the reviews of a book that Amazon recommended based on my prior purchases. I never really got to looking over the book because the first review had something in it that hit me right between the eyes with some clarity. I have bolded the part that hit me:
THE RULES OF SELLING HAVE CHANGED
Somewhere in America, a Salesperson is working the phones. They've dutifully memorized their "red hot cold calling" scripts and are dialing the 99 phone numbers that may allow them to set an appointment or take an order when they dial the 100th. They're playing the numbers game and they are surviving.
They're in the minority.
Meanwhile, another Salesperson who is well-versed in "closing techniques" is mesmerizing his or her prospect with a fully scripted and rehearsed presentation, each PowerPoint slide exuding the features and benefits that will certainly lead to a firm handshake and a signed order.
They're also in the minority.
This is the age of selling that's articulated in books like Escaping the Price-Driven Sale: How World Class Sellers Create Extraordinary Profit. The economy has changed, the rules have changed, and your prospects have the Internet at their fingertips. They don't need you and don't want to deal with you unless you bring something to the table that they can't get on their own. You need to be a problem-solver, one who crafts solutions and never wastes the time of your prospects.
. The economy has changed, the rules have changed, and your prospects have the Internet at their fingertips. They don't need you and don't want to deal with you unless you bring something to the table that they can't get on their own. You need to be a problem-solver, one who crafts solutions and never wastes the time of your prospects.
There is no way the avg client knows what an lic trained insurance agent knows about insurance. They are not only buying the coverage, but they are buying your knowledge and help. I don't think they can answer their own questions and know everything that they should know about insurance. I find that there are a lot of different kinds of insurance a client can buy on the internet, but most people want a real life person to help them and answer their questions.
I still buy my car insurance through an agent and not a website. Same thing with my health insurance. I have the internet at my fingertips but I still want an agent.
Also someone is trying to sell that book, and wants you to buy it or make you think that if you don't that you will miss out on something.
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Mark Rosenthal aka markingriffin
IMO/Ins Agent/Agent Trainer/Free Advice markcrosenthal@aol.comwww.realfastservice.com
Please visit mywebsite to learn more about me.
Email me for my Free Prospecting MP3 Tapes.
The book isn't important. I didn't even look at it. And, yes, frequently reviewers are shills, although this review was one of 32.
But the point is still this: You have do demonstrate to people that you have something unique to bring to the table. Traditional sales of showing "the best product out there" are pretty much over because there is too much information available and people want to know who YOU are and what experience and unique information YOU have.
I know this is basic stuff, but the way that guy expressed it was pretty good.
This is Generation X sales. The older generation is totally different, less selfish, and not as well-informed.
And I don't mean the middle age and younger folks are well-informed in a good way. I'm talking about people who think they know it all and, in fact, know just enough to be totally mis-informed. If you can get them to understand how and where they are mis-informed, then at that point they see your value.
You have do demonstrate to people that you have something unique to bring to the table. Traditional sales of showing "the best product out there" are pretty much over because there is too much information available and people want to know who YOU are and what experience and unique information YOU have.
As always, there will be those who embrace and adapt to change. They have always, and will continue, to thrive.
Others will be dragged, kicking, screaming and trying to defend the status quo.
Guess what happens to them?
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[COLOR=blue]Don't steal - the government hates competition.[/COLOR]
Seriously, I went to UF and even to the UF lab school before that.
Still, when it comes down to it, I'm an LSU fan. But the Gators are always my second favorite team.
Now I'm going home to, I hope, watch Alabama win by as many points as LSU did the other day.
Someone asked me yesterday, "Wow, how did LSU do that to Georgia Tech after playing so poorly all year?" The answer was easy: "LSU was playing SEC teams all year."
I think one of the main reasons that there is an expected shortage of life insurance agents in 10 years is because agents and agencies refuse to adapt. They are being recruited and trained with old selling concepts that give the public a bad perception of our industry.
There needs to be a change of image for insurance agents. The sales language a lot of us are trained on is widely considered manipulative by the public. It hurts all agents. I don't think that just agents need to adapt, the industry needs to adapt as well.
I buy leads and teach the people about Medicare and it's shortcomings. Then I tell them their options and qualify them on which would be best for their situation. I send an email with everything they need to make an intelligent decision and the application to fax to me.
Many,many times I am thanked for being so knowledgeable and am rewarded with an application. People tell me they get calls from agents who don't know anything or really tell them anything.
Selling never changes. It's the second oldest profession. The first oldest would never have made it without the second oldest!!!
You could pick up a book on selling from the 1960's and find the same info.
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"People who think they know it all really annoy those of us who do"
Someone asked me yesterday, "Wow, how did LSU do that to Georgia Tech after playing so poorly all year?" The answer was easy: "LSU was playing SEC teams all year."
Making fun of my Alma Mater( Georgia Tech)..............LOL. I guess they deserved it; I think our local high school team could have beaten them.
Selling in 2009
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