Adelfia Insurance Services Blog
I truly believe that in order to be a top notch salesman, you need to have a particular set of skills. These skills can definitely come natural to some people, and luckily can also be learned. At the highest level, what is a sale? A sale is the transference of emotion. And the emotion that you’re transferring, is certainty.
Acquiring new clients is probably the biggest struggle in any sales job. So the question is how do you get people to listen to you?
Having a clipboard and knocking on someone’s door usually makes them think, “This person is trying to sell me something, I don’t want to talk to them!” And they will do one of two things: not answer the door, or answer the door with the predetermined mindset that they will say, “No thank you.” So what can you do to capture someone’s attention?
In order to capture someone’s attention and get your message across, you need to be an expert, and you need to be eloquent. Studies show that a first impression is made in the first 5 seconds of speaking to someone. This means that your first impression must be perceived as being sharp as a tack, enthusiastic (power in your voice), and an expert in your field.
I have been working in the insurance industry for more than 5 years. I know a lot more about insurance than the average person. This gives me a massive upper hand when I am speaking to a potential client and gives me the ability to appear as the expert that I am. The point I’m trying to make is, the proper mindset is essential whenever walking into a potential sale. Subconsciously, you want to say “Hey look, I have something VERY important and you need to listen to me, I am an EXPERT.” The question is “How do I deliver that message subconsciously?”
The two keys to speaking to someone for the first time and building instant rapport through the subconscious mind, is by using tonality and body language effectively. When you go into a sale with the right mentality, body language, and tonality, you will be able to influence ANYBODY, and people will listen to you! Once people are willing to listen to you, you will have the ability to take control of any conversation and direct it much more efficiently to the close, which is every salesperson’s goal, RIGHT? Never go into a sale intimidated or not confident. You are setting yourself up for failure!
Every sale is exactly the same. For any potential customer to say YES they must:
Example would be:
“Hey my name is Chris! I work with Adelfia Insurance, in Torrance. What I do is come into businesses just like yours
and compare the best insurance rates across the market. I want to make sure that you are not overpaying on your insurance, do ya got a minute?
The reason I underlined “just like yours” is for a suggestion familiarity. People want to do business with other people who are similar to them (you can play around with that). The reason I underlined “do ya got a minute” is to highlight the tone of a reasonable person. It’s very difficult to explain this through text but everyone uses this tone at some point throughout the day, whether they know it or not. The tone is being reasonable, and everyone’s got a minute! If you say it like a reasonable man or woman, your chances of being heard increase significantly. But you MUST exaggerate and make this tone clear.
At this point you must be prepared for any types of objections. Objections are simply smoke screens for uncertainty. If a potential customer is saying “No” or “Maybe”, they are basically saying that they don’t trust you.
This is something that you should do some research on and gather data. Lots of trial and error. There are tons of objections from every industry and many times it might be something like:
It’s very important to practice these sales strategies in person. It’s a bit uncomfortable and it takes a lot of energy, but it works. You must be able to look someone dead in the eye and introduce yourself. At this point you should capture their attention by your confidence, eloquence, and tone of expertise. If you can’t sell in person, the second best thing is over the phone, which takes a lot of enthusiasm and likability! Don’t forget to exaggerate the tonality!
Selling at the highest level is simply the transfer of certainty from one individual to another. Whenever you are selling anything, you must be in an ABSOLUTE state of certainty first so that the person believes what you’re selling. Otherwise they won’t trust you! I hope this gave you an insight on the first step to capturing someone’s attention whether in person or over the phone. Good luck guys!