Sales

Sales

Can be an icky subject for some whilst others love it.

How do you feel?

When I first started my coaching business I felt icky about sales.

‘Sales the highest form of coaching. The noblest of professions.’ Bob Proctor

In my opinion, it's an act of service for those who want to change their lives.

Really defining the difference between need and want.

If someone’s basic needs aren’t met ask yourself if they are a fit for you.

If the person’s needs are met and they have a HUGE want, these are our potential clients.

Sales are walking someone through a process to find out what do they want. Is it in their highest good to purchase your product or service- not a simple thing!

Looking at our deliverables and how we support our clients is key.

Over-delivering for me is always good.

‘The success habits in life insurance selling are divided into four main groups:?

1. Prospecting habits

?2. Calling habits?

3. Selling habits

?4. Working habits Let's discuss these habit groups in their order.?

Any successful life insurance salesman will tell you that it is easier to sell life insurance to people who don't want it than it is to find people who do want it, but if you have not deliberately formed the habit of prospecting for needs, regardless of wants, then unconsciously you have formed the habit of limiting your prospecting to people who want life insurance and therein lies the one and only real reason for lack of prospects.?

As to calling habits, unless you have deliberately formed the habit of calling on people who are able to buy but unwilling to listen, then unconsciously you have formed the habit of calling on people who are willing to listen but unable to buy.?

As to selling habits, unless you have deliberately formed the habit of calling on prospects determined to make them see their reasons for buying life insurance, then unconsciously you have formed the habit of calling on prospects in a state of mind in which you are willing to let them make you see their reasons for not buying it. As to working habits, if you will take care of the other three groups, the working habits will generally take care of themselves because under working habits are included study and preparation, organization of time and efforts, records, analyses, etc.

?Certainly you're not going to take the trouble to learn interest-arousing approaches and sales talks unless you're going to use them. You're not going to plan your day's work when you know in your heart that you're not going to carry out your plans.

?And you're certainly not going to keep an honest record of things you haven't done or of results you haven't achieved. So let's not worry so much about the fourth group of success habits, for if you are taking care of the first three groups, most of the working habits will take care of themselves and you'll be able to afford a secretary to take care of the rest of them for you. But before you decide to adopt these success habits, let me warn you of the importance of habit to your decision.

?I have attended many sales meetings and sales congresses during the past ten years and have often wondered why, in spite of the fact that there is so much good in them, so many men seem to get so little lasting good out of them.?

Perhaps you have attended sales meetings in the past and have left determined to do the things that would make you successful or more successful only to find your decision or determination waning at just the time when it should be put into effect or practice.?

Here's the answer. Any resolution or decision you make is simply a promise to you.’

This excerpt was shared by Angie Tumlisnon my mentor in her coaching call this week.

?Excerpt from the Common Denominator of Success. Albert EN Gray

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