Tag Archives: Relationships

Becoming More Persuasive

PersuadeWhat many salespeople don’t realize is that becoming more persuasive on sales calls has less to do with how hard they push and more to do with how compelling they are to their clients.

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.

  1. 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.
  2. 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.


Four Ways You Can Build A Client’s Trust

Building TrustTrust and sales go hand in hand. If someone feels that they have some reason or indication not to trust you, then you’re toast—forget about making that sale. Trust is an elusive thing, because it has to be earned and great salespeople understand that. They make it their priority to earn a client’s trust each and every time.

Eyesonsales.com offered some tips on how you can earn a prospect’s trust and respect:

 

  • Respect their time: Everyone is busy. When calling a prospect, respect their time by asking if now is a good time to talk. If you scheduled a meeting with a prospect, be on time and don’t run the meeting over the scheduled time. It is also a good idea to call the person you are meeting to confirm your appointment and make sure that the time still works for them.
  • Call or show up on time: This sounds like a no-brainer, but agents still tend to be late from time to time. If you’re running late for a meeting, call the person you are meeting and let them know. In the end, if you say you’re going to show up or call someone at a specific time, do it.
  • Avoid pitching: Decision makers are subjected to countless sales pitches by sales people who are desperate to sell them their product or service. Unfortunately, most pitches are a one-way presentation and they do little to compel or motivate someone to take action. A more effective approach is to engage your prospect in a conversation. People don’t want to listen to a sales pitch; they want to know how your product, service or solution is going to help them solve a particular problem. You need to have your presentation ready and well-rehearsed. But…and this is a big but…you also need to throw it away just before you walk into your prospect’s office. I mean this figuratively, of course. Use that presentation to outline the key points of your solution and how the prospect will benefit. But, more importantly use it to open up a dialogue and create a two-way conversation with your prospect, Eyesonsales.com advises.
  • If you know you can’t help them, refer them to someone who can: If you meet with a client and realize that you may not be the person to help this individual, then you should stop trying to sell to them, and point them in the direction of someone who can. This builds trust with the client, who will either call you again when they can use your services or refer a friend to you.


Build Relationships, Create Success

Little Happy PeopleRelationships: They’re the number one things that take a back seat when work takes over. But this sacrifice could be your biggest mistake when trying to reach success.

We often begin to neglect relationships when life gets busy, as we begin to shift our focus to the tasks at hand. With social media, texting, virtual meetings and telecommuting, the landscape of how we interact and build relationships with others has drastically changed in order to meet our busy lifestyles.  However, our human nature still craves face-to-face interaction and that personal connection with others.

Creating real relationships—not just professional ones— with your uplines, peers, employees, customers and all others that you interact with professionally, is key in making strides in your career. It is, of course, also important to maintain personal relationships with family and friends.

Your biggest asset is your network, which consists of these groups of people. Your network is where opportunities originate, and when you create a real relationship with people, they have a level of trust that separates you apart from others they know.

Everyone here at National Agents Alliance has gone through rough spells – just remember that when times are tough, it’s your relationships that will keep you going.   Tapping into this pool can generate new leads and sales if your other opportunity sources have dried up. Your network will always serve as a trustworthy resource that can help keep you afloat when other avenues have hit dead ends.  If you are too busy to maintain them, those individuals will forget about you when new leads come along, or when they are looking for your services.

If you want to become and remain successful don’t forget about your relationships! Go out of your way to make it into the office, meet with co-workers for lunch, attend meetings, even come on out to National Agents Alliance headquarters for one of Andy’s live shows! Don’t forget to go see your friends on the weekend too, because hanging out solely in the virtual world will not serve your well being in the long run.


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