Can SECURITY AND TRUST affect your sales?

In the world of Insurance there is always pressure and uncertainty about what the results will be like. Were the month's goals met? In many cases, some sales activities were expected to close satisfactorily. They are not able to close, but what is the reason, why did the business not happen?

The reasons can be many, and they can change according to the influencing factors. But one of the most frequent reasons is the seller's excess of security and confidence. Taking for granted that the sale will be effective and in the end it is not.

Security and trust are very positive aspects, since they are support and allow us to make decisions. Face challenges and take risks. It gives us energy and strength to develop decisive actions. Without fear of anything.

We just have to take care of not abuse and not be excessive in security and trust. This excess leads us to limit ourselves when faced with other alternatives. It can even lead us to wait for the positive result of the decision made. Without realizing the exchange that we may be receiving.

Salespeople with experience and more veterans in the profession tend to be confident in their skills at the time of closing and wait until the last moment to manage the sale. There are also those who trust that the prospect will make a positive decision. And it remains to call them back, to give them their answer. This is a very common mistake, the closing of the sale must be made at the moment.

I TELL YOU SOME TIPS THAT HAVE WORKED FOR ME:

The seller must be constant and organized

The seller must act with energy and enthusiasm at all times. Do not assume that you have already won the sale, and do not assume that your results will be positive. You always have to give everything for everything. It doesn't matter how easy the connection with the prospect was.

The sales professional must be constant and habitual with the development of their skills. Commercial management and sales activities must be fully fulfilled. How to capture prospects, make calls, make appointments, interviews. And negotiations should not be left to the last minute. You have to be organized in your time and meet your goals.

How to manage security and trust without being excessive

Sales professionals most likely use control and mastery of what should or should not be done in the commercial activity to obtain positive results.

Although the word control is usually an expression that tends to be related to supervision, inspection or inspection, so we can replace it with the expression give support, provide support and help any seller who is excessively abusing their security and trust and is not performing adequately in the commercial activity, and therefore will not obtain the desired results. If you feel that you are being excessive, ask your supervisor or a colleague who can advise you honestly for help.

The importance of sales manager orientation

The sales manager is the one who acts as a coach and is the leader of commercial management, so he is the one who exercises control over the excess of security and confidence that the seller may have. So your fundamental job will be to observe the activities and provide guidance to guide and direct this salesperson on the most effective and efficient way to execute their responsibility. This leadership and training activity must be permanent.

The sales manager and his team need each other. Just as there is a relationship between seller, client, supplier and buyer. The manager-seller relationship is also essential.

The manager is the one who will guide and train the salesperson using psychological mechanisms to motivate and encourage the fulfillment of their goals and achieve them in the established periods, taking advantage of and optimizing time to increase capabilities and skills with the guidance of the use of new techniques and strategies to achieve success. The mastery of the seller's actions are those that will establish and generate the expected results.

I hope this material helps you increase your sales :)

Greetings,

Mariale!