Page 11 - Life Insurance Today March 2018

Today selling has become a challenging profession. There ourselves in new- directions, putting ourselves setting new
has been a significant change in its role from being a goals- all of these require that we see ourselves differently.
simple order taker to tat of a maker or consultant to the The sooner we do this, the sooner we will succeed. The
buyers. Modern sales person understands that they are the specific areas in which you will want to see yourself
major link in the total marketing strategy for the company. operating successfully as preparation for selling:
If a company wants to maximize the effectiveness of its
marketing programme, the personal selling efforts must be Success Preparation
effectively integrated with the other elements of the
Y Set overall goal
marketing mix.
Y Break the goal into daily work segments
Why Selling Financial Services is Different Y Carryout these daily segments
Financial Services are different from other products Y Gain prospective customer
because of their special characteristics: Y Spend time on critical activities
Y Abstract - Banking and financial products cannot be
Y Create self management system charts
touched
Y Organize work systems
Y Complex - Products like derivatives, documentary
credits, or loan facilities require detailed explanation
Set Overall Goal: Setting over-all goal is important.
to corporate or institutional clients
What do you want to achieve? Calculate it in specific
Y Lengthy decision-process - Banking and financial terms. Will it be a monetary figure, a percentage or
products are not bought lightly, or on impulse, and so multiple of a target set by your company. Now think about
they need to be sold in a special way how to convert that goal to the actual number of sales you
need in order to achieve your target. Now the next step
The seven steps to successful selling is critical and this is the step most unsuccessful sales
people avoid. Divide your total sales into weekly and daily
financial products are:
sales and then calculate the work necessary to achieve
Y Plan your success that.
Y Product and service knowledge
Y Discover the buying motives Calculate Workload
Y Overcome objections and turn them to your Y How many prospects will I need to see in order to
advantage make one sales?
Y Presentations and closings
Y Action - provoking systems
Y Self- motivation

Plan Your Success: Insurance selling success has to be
planned methodically and executed prudently. If you are
new to the profession of selling, you need time to grow
into the new shoes. However psychologist say that we can
do a lot for ourselves to speed up the acclimatization
process. If we visualize ourselves working in the new role,
feeling comfortable in the new role and succeeding in the
new role, we will acclimatize faster, whether we are new
to sales or want to improve our returns, we will be
adopting new methods of operation. We will be forcing

"It's not how much we give but how much love we put into giving."

Life Insurance Today March 2018 11