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File: /home/agentsof/public_html/index.php
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File: /home/agentsof/public_html/index.php
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File: /home/agentsof/public_html/index.php
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File: /home/agentsof/public_html/index.php
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File: /home/agentsof/public_html/index.php
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File: /home/agentsof/public_html/index.php
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File: /home/agentsof/public_html/index.php
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File: /home/agentsof/public_html/index.php
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File: /home/agentsof/public_html/application/controllers/Home.php
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File: /home/agentsof/public_html/index.php
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File: /home/agentsof/public_html/index.php
Are Your Sales Calls “Web 2.0 Compliantâ€Â
Are Your Sales Calls “Web 2.0 Compliantâ€Â
By Mark Hunter
In the past five years, we have all experienced changes in how customers interact with us as agents. Even more dramatic has been the change in attitude among prospective clients. Gone are the days when you would encounter the blank stare of a prospective client, who would then expect you to educate them about how insurance works.
Today’s prospect has more information at their disposal than ever. Not surprisingly, they often have begun leveraging this information before your first meeting. The internet has become the education tool for nearly everyone. Prospects use the internet to validate you before you show up, to explore information about the lines you represent, and to examine various types of policies.
By the time you meet your prospects, they are prepared with a much higher level of knowledge than they had even a few years ago. Unfortunately, too many agents have failed to adjust to these changes and are using the same sales approaches they used early in their career. No wonder many prospects never turn into long-term clients. They feel insulted by how the agent is ignorant of what they already know.
Making your sales calls “web 2.0 compliant” means you go into a call assuming the prospect has already done some research on the internet. This means you ask more questions to discern what they know. This equips you to either confirm or refute the preconceived conclusions they have drawn from their research.
Another key area that you need to change to make your sales calls “web 2.0 compliant” is to shift your role to become the knowledge expert. The more confident the prospect is with you, the more likely they are to do business with you. You build this level of confidence by becoming a knowledge expert on not only insurance, but also bigger financial issues. This allows you to take the time to educate prospects, instead of using hard sell tactics reminiscent of sales strategies of the past.
Why are the “hard sell” tactics no longer relevant? If a prospect wanted a hard sell tactic, they would have bought their insurance from a non-sales agent line on the web or through an “800” number. The reality is prospects are listening to you because you are supporting their need to know and to learn. A potential client will buy when they reach a point where they believe they have learned all they need to know. Until that point, they will continue to research, either by listening to you or turning to the internet.
The web is not making our jobs more difficult; it’s only changing how we interface with our customers and develop new business. If we fail to embrace this reality, the customer is going to use the internet as their primary research tool, diminishing our role as salespeople. Why succumb to this path when there is a more positive alternative available?
Think about how you make a sales call, how you present your information and the questions you ask. Put yourself in the shoes of your prospect. If you as a prospect had spent a half-hour on the internet prior to the sales meeting, would you find value in what you are saying as an agent? Your sales calls must convey confidence and competence. This is possible only if you first acknowledge what the prospect already knows and become a knowledge expert. You will then be equipped to close more sales and offer more value to your current and future customers.
Mark Hunter, “The Sales Hunter,” is a motivational sales speaker and industry expert who addresses thousands each year on how to increase their sales profitability. For more information on his sales training or to receive a free weekly sales tip via email, contact “The Sales Hunter” at www.TheSalesHunter.com . Reprinting of this article is welcomed as long as the following is included: Mark Hunter, "The Sales Hunter," www.TheSalesHunter.com , © 2009
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