When you’re in sales, there are some mistakes that can not only cause you to lose the sale, but can also damage your reputation, NAA’s reputation, and the reputation of the carriers. That’s a terrifying thought, but you can easily avoid those mistakes. National Agents Alliance is here to tell you what some of those mistakes are and how you can avoid them.
- Putting your interests before the customer’s.
As a salesperson, naturally you want to make the sale so that you can get your commission. But customers know when you’re putting your own interests before theirs. If you’re not genuinely putting your customer’s needs first, you won’t make the sale or get a referral and the customer could spread the word that they’re unhappy with your service and NAA’s. We sell life insurance because it’s an important product that protects families from future financial troubles, not just because we need to sell something. Make sure that you’re putting the customer’s needs first when you go in to their home. Ask a lot of questions to get a good understanding of what they need from an insurance policy and what they can afford. The customer will know that you care and will be more likely to give you a referral.
- Not honoring your commitments.
There’s nothing more frustrating for a customer than a salesperson who is late or misses an appointment. Customers remember if you promised to call them and never did. Mistakes like these are what lead to unhappy clients talking negatively about you to other potential customers. If you make a commitment to a customer, write it down so you won’t forget it and do everything you can to keep that commitment. Honoring your promises is a huge key to keeping customers happy. National Agents Alliance can help you with this through Keep In Touch (KIT) Marketing. When you sign up for KIT Marketing, we can send letters for you to your customers asking them if they’re still content with their policies. This way, when you tell a client you’ll check in with them later, we’ll do it for you so you won’t risk disappointing them. We also provide other services to help you stay in touch with your clients.
- Blaming others when things go wrong.
Although it’s tempting when dealing with an upset client to blame the Alliance or a carrier, it’s one of the biggest sales mistakes you can make. By blaming NAA or a carrier, you’re telling customers that you work for a company that you don’t stand by or that you’re selling products that you don’t believe in. This is where serious reputation damage can be done. To avoid all of this trouble, just try to keep the customer calm and assure them that you’ll do everything you can to fix the situation. Although it’s impossible to make everyone happy, they’ll be less likely to make things worse if you show them that you’re doing all that you can to help.
At National Agents Alliance, we’re dedicated to helping you improve your skills in any way that we can. Let us know if there is anything we can do to help! To view more sales tips, continue to follow this blog and see our posts “5 Easy Sales Tips from NAA” and “How to Use NAA’s Blogs to Make the Sale.”