I’m really not a very good salesman. I don’t like to make “cold calls” to reach “prospects” who have never heard of me and may or may not be interested in how I can help them. I’m not particularly exuberant and effusive about insurance products (but – seriously – who is?). I’ve been to a lot of seminars about sales and heard a lot of great tips and tricks, but I defy many of them and, frankly, am not into “tricks” when it comes to working with clients.
For example, I have a bad habit of sometimes talking clients out of purchasing a product or policy that they don’t really need. That’s not how you’re taught to sell! I also have a penchant for trying to help my clients lower their health insurance premiums, and often try to persuade people to buy higher deductible insurance plans that lower their premiums. But, as it turns out, when it comes to an individual health insurance policy, insurance agents/brokers are paid a percentage of that premium, so I guess I ought to be motivated to talk you into spending as much money as possible. For that matter, I’ve even told people to keep the policy they have instead of the one I can sell them.
I’ve heard a couple of presentations on “Overcoming objections.” These presentations try to teach you how to talk somebody into buying something they may not be ready to buy. Some objections are admittedly silly attempts at procrastination, but many are legit. One of the popular ones they talk about is the “I need to talk it over with my spouse” objection. I’ve heard this draw sneers and jeers in these sales presentations. The thing is – I think it’s totally legitimate. I wouldn’t make a major financial decision without consulting my wife, and she wouldn’t do it without me. So I don’t try to work a smooth one-liner to to shimmy past that objection. I’m more interested in your trust and in a long-term relationship than I am in the “one call close!” techniques.
And that, ultimately, is why I think many of our clients are just fine with working with an insurance guy who isn’t a particularly good salesman. They don’t want someone who pushes and rushes them to a decision. They don’t want someone who’s more focused on a commission and a “closing” than a relationship. I suppose you could say they want a consultant or an adviser more than they want a salesman. (Heck, that’s what I want when I’m interested in a purchase however great or small).
If you feel the same way, maybe we can talk and see if you’d like to work with us too.
