See the People!
You have to make calls. There is no easy way. With technology, you may not see the people in person. Your sales may be online using video, test or over the phone. However, the fact remains, you have to make calls.
Over 100 years ago, Frank Bettger received some advice that resonated with him and changed his career. Bettger was failing miserably in his insurance career and successful turned his career around. Bettger wrote, “How I raised myself from failure to success in selling.” Sixty years later, his book is still one of the bestselling sales books of all time.
The president of Fidelity Mutual came to Bettger’s office for an impromptu meeting. The president said, “Gentlemen, this business of selling narrows down to one thing…seeing the people. Show me anyone who will tell his story to four or five people every day and I’ll show you someone who can’t help but do good.”
The president had worked in every department and personally sold for several years. Bettger believed the president knew what he was talking about.
Bettger committed to seeing 5 people every day. In the next 10 weeks, he sold more life insurance than the previous 10 months.
I talk with a lot of agents and brokers. Every time, an agent tells me sales are down, I ask the question, are you making less calls? The answer is ‘yes’ almost 100% of the time. Sales are down because they stopped seeing the people.
Bettger heard that over 100 years ago. It is just as true today.
Bettger said selling is the easiest job in the world if you work it hard – but the hardest job if you work it easy
Priority #1 – See the people
Contact me: [email protected] or 704-568-9649 Ext 7780