When selling to clients, it’s vital to remember that your clients would be doing you a favor by buying your National Agents Alliance product – however, it’s also important to remember that by making your product available to your clients, you are doing them a favor. It’s your job not to push them with sales jargon, but to show them through your words and your actions that they need what you are selling.
Clients often assume that salespeople are pushy and untrustworthy. Unfortunately, in some cases, this is true. It’s your job to disprove that stereotype from the beginning of the sales call. Show that you are trustworthy, not through just words, but through the way you use words and the information you share.
We’ve got a few simple tips to help you become more persuasive without being too pushy.
- Be honest– Remember that your goal is to gain your clients’ trust. The best way to truly gain people’s trust is to be trustworthy and honest. Think of your sales tactics as if you were the client – what would you think of the way you treat people? Would you want the salesperson to be honest with you about the service or product? Would you trust just any salesperson? What qualities make you trust others? Consider all of these things when going on sales calls. As an agent for National Agents Alliance, you are working for the greater good. You are not just working to get a paycheck – you are working to make a difference. It’s your job to make sure people get the coverage they need to protect their families – be truthful about the coverage your clients need and be genuine in your efforts to help. Your honesty will shine and people will trust you. Being trustworthy in itself makes you more persuasive in your efforts to sell.
- Be appropriate– When selling, it’s important to think like your audience. Instead of focusing on how to “trick” people into buying what you sell, simply try thinking like your clients. Do you have a family? Tell your clients how life insurance can protect their families from financial stresses if they pass away. Was there something about insurance that you didn’t understand before you went through agent training? Be honest and clear with your clients, anticipating questions and concerns so you will be prepared to answer them. Thinking like your audience will help you be more helpful to your clients. Keep in mind that you are representing National Agents Alliance when you go on sales calls – another reason to be truthful and appropriate. Keep your audience’s perspective in mind, being constantly aware of what you say and how you say it. Rehearse your general sales script to make sure that you know what you want to say and how you want to say it.
Applying these tips to your sales mindset and behavior will help you to be more persuasive – naturally – at your sales calls. If you focus on helping your clients instead of getting as much money out of them as possible, you will see that you are working toward the greater good and making a difference by meeting your clients’ needs. Your clients will see that you are genuine and will be more likely to purchase coverage from you. Your attitude says more about you and what you are selling than your “pushy persuasiveness” does. These tips will help you be naturally persuasive, improving your skills and furthering you on your road to success with National Agents Alliance.