One of the reasons 92% of insurance agents fail and never figure out how to sell life insurance successfully, or any other insurance for that matter, is their lack of confidence.
They don’t always believe they’ll make the sale.
I’ve always said, “If I believe I’ll make the sale more than the prospect believes I won’t, I’ll usually close the deal.”
And research seems to back it up.
A study conducted at Carnegie Mellon University’s Center for Behavioral Decision Research found that displaying confidence was more influential in establishing trust than past performance.
So, this goes to prove if you walk up to a prospect’s home and bring energy and confidence, they’ll be more apt to buy than if you just dump information about the policy on them.
Remember: Prospects are going to have less confidence in your product than you have. That’s why I almost behave over-the-top excited about my policies. Toe the line though, arrogance can sometimes turn a prospect off.
Remaining confident to sell life insurance successfully
How can you consistently maintain your confidence?
I’ve got a couple ways to boost your confidence consistently
Self-affirmations
It may seem silly, but self-affirmations while avoiding self-damaging speech is actually scientifically proven to reduce stress while improving confidence.
Any statement you speak or think that begins with “I am” or similar needs to be something positive.
This doesn’t mean you should say, “I am the greatest salesman” or anything untrue.
Instead, self-affirmations should be reminders of your true potential or prior successes.
Did you make a sale that you didn’t think you’d make before?
Next time you are struggling during a presentation and feel doubt creeping up, bring the memory of that successful sale to the forefront of your thoughts.
Logging your victories
I love writing things down because research proves the physical action of putting pen to paper commits things to memory better.
Start a journal where you write down the sales you make and track all the things that went well during the appointment.
At the end of a successful sale, ask your clients why they bought from you. If they say they don’t know, those who know me know what I’m about to say…ask “If you had to say, what would it be?”
There will probably be a trend that you can nail down and figure out what makes you successful.
If you enjoyed these tips, you’ll love being a part of my Success Society. Get more information on that program here.