Think about the last sale you closed. Do you remember how your new client was feeling when they signed the policies and made you their agent? Continue reading →
When we’re selling something that people already have, whether it’s insurance or anything else, we’re competing against their basic instinct to stick with the comfortable and familiar — the status quo.
The status quo is the domain of “The devil I know is better than the devil I don’t know.” It’s the place of least resistance where we can relax and not have to think about change and any uncertainty that comes with it. Continue reading →
Like the cab driver, you’ve got to have a real-time knowledge of the “territory” to make your way through the bureaucracy of people and departments at target businesses. Like the ball player, you need panoramic awareness and agility to respond quickly in constantly changing situations. And like the hotel concierge, you’re always ready — with empathetic understanding — to provide clients and prospects with the resources they need, including assurance, respect, attention, and prompt action.
In the world of sales these skills add up to situational fluency — the capacity to skillfully manage the twists and unexpected detours you’re bound to encounter in the process of selling. Continue reading →
Venturing into uncertain situations is always risky, but too much allegiance to the status quo could put us on the road to stagnation. Continue reading →