SALES 101 Barhorst Insurance Group Sales 101 Pretend

SALES 101 Barhorst Insurance Group

Sales 101 “Pretend that every single person you meet has a sign around his or her neck that says, “ Make me feel important. ” Not only will you succeed in sales, you will succeed in life. ” - Mary Kay Ash

SALES 101 Practice Your Craft w Why do famous people get paid so much? l They Believe l They Practice l They Work Hard l They Play Hurt

Sales 101 Practice Your Craft HAVE YOU HEARD ABOUT JOE LUGNUT?

Sales 101 Practice Your Craft w What is your work mentality? l Work Length Determines Value l Work Contribution Determines Value

Sales 101 Practice Your Craft w Continuously Develop Yourself n. Green n. Ripe and Growing and Rotting

Sales 101 Practice Your Craft “ We are what we repeatedly do. Excellence then, is not an act, but a habit. ” -Aristotle

Sales 101 w The Rules for Success: l. Being Different l. Attracting clients and retaining life long

Rule #1 – Sell Yourself

Your Image “Never mind words, how do you act and look? -Harry Beckwith

Your Image w Dress Your Part l What does your desk or office look like? w People perceive you by your appearance w Ask yourself: “ Would I do business with me? ” w “Birds of a feather flock together”

Your Image w How do you present: n Yourself? n Your Products? n Your Total Package?

Your Image w You must use a proposal! w Do not present anything without a visual. n 2 out of 5 people are visual learners.

Your Image w Do you use? n SPL’s l FREE! n E-Brochures n Proposal Package l l In person Mail Fax E-mail

Attitude Your moods, expressions and energy are all contagious. You can not tailor make the situations in life, but you can Tailor make the attitudes to fit those situations before they arise. -Zig Ziglar Negativity can be contagious. If you are not careful, it can run its ugly stain onto your soul with the merest of suggestions and stay put. ” - Jen Darien

Attitude “You can't get much done in life if you only work on the days when you feel good. ” - Jerry West

Attitude Mark Stibich says… w Smiling Makes Us Attractive w Smiling Changes Our Mood w Smiling Is Contagious w Smiling Releases Endorphins, Natural Pain Killers and Serotonin w Smiling Relieves Stress w Smiling Lifts the Face and Makes You Look Younger w Smiling Boosts Your Immune System w Smiling Makes You Seem Successful w Smiling Lowers Your Blood Pressure w Smiling Helps You Stay Positive

Attitude “Our attitude toward life determines “ life's attitude towards us. ” - Earl Nightingale

Sell Yourself First w What the Best Salespeople Sell (in order) n n Themselves Their company Their service or product Price becomes a non-issue *SELL YOURSELF FIRST

Sell Yourself FIRST w What Ordinary Salespeople Sell (in order) n n Price Their service or product Themselves Their company *SHOW THE PRICE LAST

Build Rapport SEVEN DEGREES OF SEPARATION

Build Rapport Welcome to REALITY! w People buy from people they like. w Your prospects are busy. Many of your prospects may not even see a need for your product, or may be content with the version they already have. w If you want to successfully establish rapport with your prospects, do it QUICKLY. w Fortunately, there are 5 keys to help you get this friendship off to quick start!

Build Rapport w RELAX- Have FUN! It is your job to create an environment that is conducive to buying. Pointless, scripted, ice-breaking questions only create a cold selling environment. So RELAX and have a little bit of fun!

Build Rapport n Lighten Up, Laugh it Up! Nothing is more powerful than humor when it comes to building rapport quickly with a prospect. Laughter is the spark that ignites interest and cordiality between you and your prospect.

Build Rapport w Get To The Point State your objective and why they should care. Be careful not to use clichéd and insincere reasons like saving money, increasing productivity, and other transparent and ineffective reasons. Being specific will clear the air and will lead to conversation and relationship that will be enjoyed by both parties.

Build Rapport w Be Sincere and Honest TRUST is the foundation for building a relationship with your prospect. You CANNOT fake this! If you are only in it for the commission, it will show! You must be sincere and honest throughout every step of the process to be successful. Being sincere means believing in yourself, your product, and your company wholeheartedly. It means believing your product or service will benefit the prospect. You must be passionate.

Build Rapport w Show Humility, But Be Yourself! Your prospects think that THEY are the most important person in the world, and they expect to be treated as such. To build rapport quickly, you must learn to put that prospect and their needs first, REGARDLESS the size of the sale! Being humble doesn’t mean that you have to stifle your uniqueness. It simply means that you must let the prospect see and experience your uniqueness rather than having to hear you talk about it!

Build Rapport w How to get the conversation started: l l l l How are you? How did you hear about us? Who do you work for? How is business? What do you dislike about your current carrier? What neighborhood do you live in? What school did you attend? Is this your first home? l l l l How long have you worked for Remax? Who do you work for? How long have you been attending HAR? How do you know Jim and Cindy? How did you find out about this meeting? Are you a native Texan? Did you grow up around here?

Your 30 -second Commercial CSR “Hi, I’m ______ with the Barhorst Insurance Group. Have you ever had difficulty getting in touch with your agent when you need help? One great thing about our agency is that we have 12 full-time Customer Service Representatives, which means there will always be someone available to help you with all your service needs. ”

Your 30 -second Commercial Life “Hi, I’m ______ with the Barhorst Insurance Group. Did you know that 50% of foreclosures in America are due to death or disability? What would you do if your spouse passed away? …. When was the last time you reviewed your life insurance? ”

Your Job “My job is to proactively control the experience of my clients, making their future predictable. ” – Randy Schwantz

Your Job “My job as your Insurance Consultant is to review all your exposures, make you aware of them and provide a risk reduction solution for the ones that concern you the most. ”

Your Job What side do you want to be on? ? What side does your client want you to be on? ?

Loyalty The person that buys your price will be the FIRST to leave, the person that buys because of YOU will be the LAST to leave.

Loyalty “People want to buy from successful people. People who are successful BELIEVE they are successful. ” - Warren Barhorst

Rule #2 - Sell Your Agency 1. 2. 3. 4. 5.

Sell The Group “ We are large enough to undertake the largest project that any of our clients could contemplate, yet small enough to maintain the quality of service that has contributed to the success of our firm and benefited our clients. ” -B. I. G website

Sell The Group Vision Barhorst Insurance Group will be regarded as the best and most sought after provider of insurance and financial service products in the United States.

Sell The Group Mission Statement Barhorst Insurance Group will help individuals, families, and businesses grow and protect their assets.

Sell the Group w B. I. G Core Behaviors n Attitude l The ability to open your eyes and minds where limitless wonders are discovered. n Communication l Building bridges, not walls.

Sell The Group n Goals l There is no greater force than the force of a man determined. n Integrity l Integrity comes when character is tested; keep true and never be ashamed of doing what is right.

Sell The Group n Teamwork l Individuals play the game, but teams win championships. n Dedication l It is the effort of many that create the ripples that can move mountains.

Sell The Group w The Barhorst Insurance Group community involvement: n n n n Habitat for Humanity United Way The Brookwood Community Jersey Village High School Little League sports teams Houston Christian High School Texas A&M University

Sell The Group w The Barhorst Insurance Group has received the following awards: n n n 2008 Ernst & Young Entrepreneur of the Year. 2008 Best places to work in Texas as rated by Texas Monthly. 2008 Special Marketing Award from the NFIP for consumer flood awareness. 2008 Houston Business Journal Fast 100. 2008 Inc 5000

Rule #3: Sell the Product

Facts tell, Stories sell w The average person does not know what P. I. P stands for, what water back-up is, or what 100% Loss of Use means. w Instead, telling stories will help your prospective clients understand what they are getting. w The brain has 2 sides: n Analytical – Facts n Emotional – Stories w Stories appeal to the emotional side and help you make the sale!

Facts tell, Stories sell w. Stories appeal to the emotional side and help you make the sale!

Edit Your Message w The appeal of your key message – the description of what you do, your key point of difference, and the benefit of your point of difference – should resonate with everyone. Edit your message until it resonates with everyone.

Edit Your Message w The key message is important: n “Product” refers not only to the customer’s policy. The product is the people servicing that customer.

Ask Questions w Which question is more profound? n n “Do you want renters insurance? ” “Your next-door neighbor forgets to turn his iron off when he leaves his apartment. This mishap results in a devastating fire, and all of your property is destroyed: clothes, furniture, electronics, etc. You now have no possessions left. Would you like us to replace all of your property for you? ”

Ask Questions w Asking questions will guide you to know about your client actual needs n Answer a question with a question… l “Would that? ” you like your insurance to PAY for

Ask Questions The appeal of your key message is the description of what you do, your key point of difference, and the benefit of your point of difference – should resonate with everyone.

People Buy Knowledge, Wisdom and Information w Know your industry w Know your product w Know what the next person doesn’t w Know that you have to invest in yourself everyday

People Buy on Emotion w Passion stirs emotion w Get people emotional about their needs and wants. w You must be passionate about what you do if you want to bring emotion to the table

GOLDEN RULE w Do unto others as you would have them do unto you. w Don’t take shortcuts. w Be ethical. w Do what you say you’re going to do when you say you’re going to do it.

Simple Coverage Rule w Do Not Copy Coverages! l “How did your current agent determine you needed 25/50/25?

Sell Your Product w Let me tell you how the industry works. ” w Find and show holes in your prospect’s coverage and give them solutions to fill the holes.

Sell Your Product w “Mrs. Smith, one of the great benefits about having Roadside Assistance is that there are no out of pocket expenses. ” w “Mr. Lyons, did you realize that 1 in 4 drivers in Texas do not have insurance? What would you do if you were hit by someone like this? Would you like your insurance to take care of those expenses for you? ”

Sell Your Product

Sell Your Product w “I noticed we have your home and auto but not your flood. What would you do in another event like Hurricane Ike, and your home floods? Can I have someone talk to you about the importance of flood insurance? ” w “I’m looking at your account and I notice that we have your auto but not your home. Did you know that we offer a 20% discount off your home and a 10% discount off your auto? Would you like to save an additional 30%? May I ask a few details about your home? ”

Sell Your Product “I promise you that no one remembers the price at 7: 00 a. m. when you are waiting in line at a car dealership for service, and you don’t get taken until 7: 30, and the service person is somewhat rude, and they have no loaner cars so someone else has to drive there with you and take you to work, and when you get back at 5: 00 p. m. to pick your car up you wait another 20 minutes and come to find out they didn’t have the part for what was broken, and you have to come back again next week. But you were the smartest guy in the world. You saved $100 on the car. At that moment you would have paid an extra $1, 000 for the car. ” – Jeffrey Gitomer

Rule #5: Don’t Sell the Price

Don’t Sell the Price “Price is a one time thing. Cost can go on forever and ever, as long as you have the particular product. Question: Wouldn’t it be better to pay a fair price one time and be through with it than go on paying those little costs you get from a product which is probably not as good as what you’re looking at right now? ” - Ziglar

Don’t Sell the Price

Perceived Value w People don’t buy on price. They buy on perceived value. w Do you think a Mercedes-Benz costs more to build than a Ford? w Always give value first, don’t add it. w Put value in the hands of your potential customers before you ever ask them to buy anything.

Perceived Value w Reactive Service is expected…. . w Proactive Service isn’t! n P. S. E – Proactive Service Experience THEY LOVE IT!

Perceived Value

How Do You React to a Price Objection? Things in Life: 1) Low prices 2) High quality 3) Great service

Price Objection “The common law of business balance prohibits paying a little and getting a lot…it can’t be done. If you deal with the lowest bidder, it is well to add something for the risk you run, and if you do that then you will have enough to pay for something better. ” – Ziglar

Gasoline w SAME oil well…. w SAME refinery…. w SAME trucks…. w SAME store….

Paying For It w “Price is a one-time thing. Cost can go on forever and ever, as long as you have the particular product. Question: Wouldn’t it be better to pay a fair price one time and be through with it than go on paying those little costs you get from a product which is probably not as good as what you’re looking at right now? ” – Ziglar

Rule #6: Ask for the Sale

How to Ask for the Sale w “Do you want me to take care of that for you? ” w “Would you like to pay monthly or semiannually? ” w “Can I write that up today for you? ”

Take Over w “I can take care of that for you. We’ll cancel your Allstate auto policy today and so they can mail your refund of any unearned premium. ” w “I’ll call your loan officer right now and get the details for closing. ”

Always Assume w Your prospective client is looking for someone to take control. w People don’t like to be sold but they love to buy. w If you make someone want something, they will find a way to buy it.

If You’re Going To Be Their Agent, BE THEIR AGENT! w Educate w Account completion w You must strive to handle ALL their insurance and financial needs

Remember……… It is not your clients job to remember you. It is your OBLIGATION and RESPONSIBILITY to make sure they do not have a CHANCE to FORGET YOU!