This One Shift Will Improve Your Sales

As an insurance advisor, I struggled with closing rates when I first moved from Wisconsin to Colorado.

I realized that I was talking to the wrong prospects, identifying them only by demographics such as size, location, and industry. The mistake I was making was not identifying my prospects psychographically.

I needed to know how they think, what they stand for, and what they believe in. That's when I decided to create my "Do you believe what I believe?" presentation, which significantly increased my closing rate.

During my first meeting with a prospect, I learned to take about five minutes to share what I believed about the health insurance industry and what I stood for in the health insurance industry. I talked to them about why they couldn't control their health insurance costs, why the health insurance carriers were not aligned with their goals, why the healthcare system was not aligned with their goals, and why their employees were using their medical ID cards like an unlimited credit card.

This presentation was to determine if the prospect believed what I believed.

If the prospect looked at me funny, I knew they were not a good fit. However, if the prospect was nodding their head in agreement or even getting angry at what they were hearing, I knew I had a good one.

Because that prospect and I were psychographically aligned, and they believed what I believed.

Standing for something and having an opinion on what you sell is the key to qualifying or disqualifying prospects quickly.

Delivering and sharing your opinion and what you stand for with your prospects will help you quickly find those that agree with you and those that don't.

And that is the fastest way to qualify or disqualify your prospects. It's the best thing you can do for your sales.

So, I challenge you to stand for something this year. Have an opinion on what you sell, and deliver and share that opinion and what you stand for with your prospects.

By doing this, you'll quickly discover those that agree with you and those that don't, and that will help you up your closing rate in 2023.