Taking the Sale Into Your Own Hands

By: Adam DeGraide, CEO & Founder of Astonish Results

“Things may come to those who wait, but only what's left behind by those that hustle," stated by Abraham Lincoln. Do you SIT BACK and let the consumer lead your sale? Have you done your research and know how to sell your product? Creating the perfect dynamic between you the sales person and your consumer is the ultimate goal.

To create this dynamic you will need to qualify the consumer, motivate them into wanting the product, and close the sale! People want to talk, so as the sales person it’s part of your job to LISTEN! While listening is important, in the back of your mind you need to steer the conversation the way you feel necessary to CLOSE THE SALE.

The first sales skill needed is to know how to qualify a consumer. As the sales professional you will need to be PREPARED with the right questions to ask, key phrases to listen for, and a list of pre-researched answers to the questions. Your GOAL is to qualify the consumer fast and not waste any time. A sale in the insurance industry understands the minimum of the consumers needs. Then learning and knowing how to get the maximum out of the sale. This can be FRUSTRATING but stay calm and do your research before hand. Then during the sale know you goals and LISTEN to what the consumer is talking about.

After you qualify the consumer, then it is time to motivate them into why they want your product. SELL, SELL, SELL! Stay positive; know key phrases that attract consumers to your product, and make sure you know all the facts. The key ingredient to the sales recipe is making the consumer feel like you are not a sales person. Strive to establish a good rapport with them and focus on the fact that you solving their problems and providing them with something that is missing in their lives.

Now, you have given them all the facts and gotten then consumer excited to purchase your product or services, do you ask for the sale? WHY NOT! After you have motivated the consumer with a positive sales pitch, and have made sure you have qualified them for the correct products, don’t let them tell you they need to think about it. You need to stay positive, fun, and ask for the sale!

Why wait a few days, the “be back bus” never comes back. Why put all that effort into teaching, understanding, and engaging your consumer and then just assume that when they walk away they will be back. NEVER ASSUME. The key to the last step of the sale is asking for it. You are a PROFESSIONAL, and you want to end the sale by getting what you both want; for you that is selling the products and for them it’s something that is a comprehensive product which will solve their problem.

At Astonish Results we want to help you take the sale into your own hands! As the leading provider of digital marketing and training services for the independent insurance industry, Astonish Results is perfectly poised to lead business owners, like you, to success. With the creation and implementation of a blended online strategy, combined with the most effective training tools, we can help change your business forever.

Call us today at 1.888.899.1936 to speak with a dedicated Astonish Results representative who will schedule a tour of our unique digital marketing and insurance sales training system for you, or sign up online for a FREE virtual presentation today!