Helping Talented Agents Close More Sales

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Forget Everything Else About Selling

The thought occurred to me, we could forget everything about product details and selling skills in general if we remember to go into each sale asking our self-two questions.

  • How can I help his person?
  • How can I help this person solve a problem?

There are two problems in every sales situation. My problem is I want to make a sale. My prospect has a problem that he or she may not even realize they have.

My success in solving my problem is in direct relationship to me solving my prospect’s problem.

When I focus on solving my prospect’s problem, I am a professional and my prospect knows it. I have my prospect’s confidence.

Years ago, I used to meet a couple of friends for a beer. One of the guys, Bill sold mutual funds and life insurance. Bill was trying to recruit one of the guys into the business.  The guy was an auditor and a real introvert. This guy couldn’t lead a group in silent prayer.

The auditor said, I could never sell anything. The conversation went something like this:

Bill: “Forget sell. Could you show people how to balance their budget?”
Auditor: “Yes.”

Bill: “If they don’t have enough life insurance, could you suggest they buy more?”
Auditor: “Yes, I could do that.”

Bill: “Then if there’s money left over, could you suggest they purchase mutual funds?”
Auditor: “Yes.”

I ended up moving and losing track of them but last I heard the auditor was making more money part-time helping clients solve their problems with life insurance and mutual funds than he was making as an auditor.

That was an Ah-ha experience for me. When you have the attitude of problem solver, your perspective changes totally.

Remember to ask yourself on every interview, “How I can help this person solve a problem?”

Contact me: [email protected] or 704-568-9649 Ext 7780