Page 13 - Life Insurance Today March 2018

remind yourself that hard work alone will not bring you to work sharp and with purpose. You won't fail by thinking
success. It is a matter of scheduling and seeing the right sales will come to you magically, suddenly or later.
number of people today as well as carrying out specific
activities, which will allow you to see the right number of Are "good products" enough?
people tomorrow.
People think that having a good product is enough, and
they can do their best for success. Yet experience says that
Calculate: We need time for making appointments, and
having good product is not enough, the seller has to
following up on promise we make during the exactly know his sales targets every week and every day.
appointments. Therefore, the need for planning our At the same time they had to focus all their energy on
targets and breaking them into daily workloads is essential. making sure those targets were met, to ensure that they
What is the right number? If we need one sale per day and didn't go out of business.
we have to see three prospects in order to convert one to
a sale, then we need three sales visits per day.
There are tremendous opportunities in sales-opportunities
for self- development, opportunities for promotion,
That is if we can do one-call closings: in other words, we
only need to see each prospect once. But what if we need opportunities for helping people, job satisfaction, financial
to see each prospect twice on average and we need to wealth. Few people today in the corporate world progress
without being able to sell their ideas.
make one sale per day? How many sales visits will we need
to do every day? Six, We will be needing time for making
appointment and follow up on promise. Millions of people are involved in the production of
products services. All of their jobs rely on people being
What if you do not calculate? What if you just worked as able to sell those products or services the economics of
hard as you could? What do you think the result would be? the world rely on continued sales. Your skills and your
Look at it this way, " If you were training to be an Olympic success are more important than you realize.
champion runner? Would you go out every day practice
running any distance at any speed, just doing your best? Measure your results
Or would you know exactly how far you have to run and Measuring result is important part and parcel of selling
at what speed you have to run in order to meet your process. Whatever your goal is start now by measuring
defined goal? The fact is it is painful for people to work your targets and breaking them into daily targets and tasks.
hard and do their best, to have high expectations and then Remember that today is your day of preparation and your
be let down. However, with daily targets set, you are able success later will mainly depend on your plan and your
dedication to your plan. Two aspects on this, which are
most critical measure, are: Number of sales visits (target
and actual), Number of sales (target and actual). If you are
really determined to succeed, you can also use the
following:

Self-management system
Y The number of telephone calls you make for
appointments (target and actual)
Y The number of direct mail letter you send (target and
actual)

Y The number of referral leads you get from customers
before and after the sales (target and actual)

Y Any other methods you use for finding prospective
customers

"I have found the paradox, that if you love until it hurts, there can be no more hurt, only more love."

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