Let us now take a look at the role of prospecting within the entire sales process. This will help us to break down the complexities of selling and enable us to address each stage individually. The starting point of all sales endeavor is prospecting. Most salespeople will typically start with warm leads, referrals, business networking, brochures or through social media. The next step of the sales process would be to ask for an appointment with the prospect. The most common way of asking for the appointment is through the phone or face to face or via emails.

This is where it gets challenging. Not everyone would relish the idea of having a meeting with an insurance agent. The majority of those you approached would politely decline the meeting. You will need a system to follow up and keep in touch with them so that when they are next ready to buy, you will be the agent the contact. We will discuss more of this in In subsequent lectures with the field prospects who agreed to meet up with you, this is your opportunity to present to them and share with them how they can benefit by implementing your recommendations. You will also need to answer some questions or objections from the prospect.

Finally, for those prospects who agreed to proceed with your recommendations, you will need to complete the paperwork send them for any medical examination if required and complete the necessary question is upon the completion of the above four steps, you will have made a sale and can look forward to earning your commission due to the sale. As you can see, prospecting is the starting point of the entire sales process and this mastery will set the momentum for the rest of the steps in the sales process.