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Sales Coaching to Make the Complicated Simple & Win

Author: CherylA.Clausen
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Word Count: 535
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Understanding insurance falls about dead last as far as most people's wants are concerned. If you can help them by making the complicated and confusing simple people will buy and they will buy from you. The explanation for that is pretty obvious. First, you're helping them to reduce the risk involved in a buying decision because now they feel confident about their decision. No one wants to look stupid, feel foolish, waste their money on the wrong thing, spend more than they need to, or buy things that don't get them what they want. All those perceived risks prevent a "yes" decision because they don't really understand what you're offering or their choices.

A second big win for you is that they will trust you because you helped them to easily understand their options and choices. There's no question trust is a big part of their buying decision. If they don't trust you all those perceived risks are magnified.

They can't move forward until they have that clarity. Without that clarity your prospect is paralyzed. Only a few prospects will directly tell you "no" most will just keep putting you off. For you that means endless phone calls hoping you'll eventually wear them down and turn "not now" into a "yes". Why put yourself and your prospect in that position? When you're able to make the complicated and confusing simple you can use that same information to attract clients as a marketing tool. Take the time to develop the tools to do that for yourself and your prospects.

You're probably thinking that sounds great, but how do you actually go about doing that? Well there isn't just one approach there are many: a report, a chart, an audio, or a video are some simple possibilities. The important thing here is as you develop a tool think about how you can re-purpose that tool to serve you in several ways.

The same tools that help you to close more business will help you to attract qualified prospects. For example, you might write a report about the top 7 completely avoidable mistakes people make that lead to huge financial hardships when they reach retirement and should be enjoying life. Your report might also include charts and tables that help people to better understand and compare their options. You might send this report to the people your meeting with before the appointment and use it in your marketing with a call to action to request a copy of the report. Thus helping people to identify themselves as prime insurance sales prospects.

Your prospects will trust you because you've helped them to understand something that was confusing to them before. They appreciate that and consequently they'll tell other people about you. They willingly give you a list of other people to send your report to. And when you contact those people they are much easier to connect with because you've given then useful information first, you've made a value added connection with them, and you already know they'e interested in this topic.

About the Author

author: Cheryl Clausen can help you get where you want to be. Enhance your Sales Techniques, get her free analysis. Increase your sales today through Sales Coaching, look here.