When I first started selling, I was rather puzzled as to why many of my older colleagues were not bringing in a decent amount of sales. After all, it seems quite simple. If you see enough people, they ought to be sufficient sales. However, when I started prospecting, I didn't realize it was not as easy as it looks. After experiencing rejections after rejections, the process does take a toll on your mental and emotional state. I realized that selling is more of a mental and emotional challenge rather than a physical one.
As such, if we adopt the right mental attitude towards prospecting, we can then cope with the challenges a whole lot better than we thought. Here are some tips on how you can mentally prepare yourself for the challenges apply here. Believe in your products. It is not easy to sell insurance has it requires long term commitment when paying the premiums and the benefits are not tangible or immediate to the customer. It is like convincing someone to exercise when they rather be doing something Something else. Both will be good for them in the long run.
Having the belief in the benefits of the product will enable you to persist in spite of the difficulties in convincing the prospect to purchase the policies. Set a numerical prospecting goal each day. Psychologically, all of us have a built in mechanism for self preservation. Whenever we experience any pain, this mechanism will kick in and remind us to avoid any activity that causes the pain. As a result, subconsciously, we engage in many other activities so as to avoid picking rejections and getting the emotional pain that comes along with it. By setting a numerical prospecting goal, we can perform the activities that directly affect sales.
Don't let the rejections discourage you. When confronted with numerous rejections in getting the appointment or making the sale, it takes a toll on our self esteem and we may start to experience self doubt. We may start to thing that perhaps we are not cut out to be in the business or the product from the company is not up to par. Oftentimes, that will not be the case. They are a white merit of reasons as to why the prospect did not proceed with the sale. We need to practice detachment and separate the rejection from ourselves has a person know your ratios.
Over time, your sales ratios will start to even out and there will be a consistent pattern in relation to your activities and sales. The harder you work the more sales you make it how many calls Do you need to make before you can get an appointment? How many appointments you need to make before getting a sale. Knowing your ratios will put you in control of your business. Challenge yourself to stay the course. Invariably, there will be numerous setbacks and difficulties you will encounter when selling.
The attitude to adopt is to treat each of these as a challenge to test your mettle. See them as a stepping stone helps to develop your resilience and competencies in the business. Focus on the rewards. motivate yourself by thinking of the rewards you get when your sales goals are achieved. It could be a holiday with loved ones new house, get all that whatever that drives you to take action, focus on it and don't allow the negatives to weigh you down. The insurance career can be very rewarding once you are established in the business.
In the beginning you will be overworked and underpaid. After that you will be overpaid and under commit to persist until you succeed.