Prevailing against an incumbent, and sometimes other agents, can be tough. But there’s an invisible third opponent lurking in the shadows that can be the most challenging of all.
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 →
Here’s a riddle: What does a business insurance producer have in common with a London cabby, a pro basketball player, and a hotel concierge?
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 →
Insurance, as we all know, is about managing risks and avoiding disruption and damage. But what if the weight we place on security stifles growth and innovation?
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 →
As we’ve recently discussed , it’s extremely difficult to change minds by presenting facts and figures alone.
As writer Daniel Pink has observed in his book, A Whole New Mind, when facts and data are easily available, that over abundance of information decreases in value. At the same time, emotional impact & context become more valuable. Continue reading →