Submit to Bind

5 Pillars to a Successful Sales Person

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 Prospecting
  • Asking for referrals from friends & Family
  • Building Centers of Influence
  • Ask Clients for referrals of people like them
  • Business Card Challenge (Hand out # cards per week, collect # COI cards per week)
  • Social Media
Building a Profile (Getting to know the need) (Open Well)
  • Follow the Script with a purpose (don’t rush)
  • “Stop Talking and take time to Listen” (ask key questions, listen for insightful statements from the prospect.)
  • Ask open ended questions that lead to conversations
  • Build rapport & be empathetic
  • See their perspective and current situation
  • Take Heroic Notes
  • Look for opportunities  partners (Commercial, Mortgage, Retirement)
Presentation & Proposal (Quote)
  • Prepare a Plan before the Call - email or voicemail with positivity!
  • Present solutions from profiling
  • Know our products
  • Always offer multi line discounts
  • Overcoming objections
  • Utilize the rapport built (reference back)
  • Ask for the Sale
  • Use Tools (Quote sheet, Platinum Program, OPIC)
  • What options did we present that don't meet your needs?
Follow up (Multi-Lining)
  • Collect x dates for sales you didn't get (Flood, Dwelling Fire)
  • Utilize Heroic Notes 
  • Set reminders for every home you didn't get the auto
  • More lines of business the longer they are with us.
Mindset
  • Have S.M.A.R.T. goal for the week/month
  • Come in ready to get after it (Motivation)
  • How we think and talk about our clients
 
...more
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Submit to BindBy Jordan Draper
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