Monday, July 21, 2008

A Primer on Sales Style

The beauty of sales is that many different styles can produce equally desirable results. The important part is developing a style that complements your personality.

BY JEB FOSTER

Here are the prerequisites for success in insurance sales:

Persistence
Excellent communication skills
Excellent organizational skills
Integrity
Emotional resilience
Manners
Curiosity
Problem-solving skills
Confidence

While each of these is necessary at least to some degree, many agents develop their own sales style by emphasizing specific items on the list. For example, someone with a more aggressive style will accentuate the persistence and problem-solving aspects. Those with a less aggressive, softer approach will often emphasize the curiosity piece, or will rely on their exceptional manners and integrity. Some agents focus on their ability to persuasively communicate product features and benefits.

Ray Silverstein, a writer for Entrepreneur magazine, observes that there three primary types of salespeople-"finders, minders and grinders."

Finders, he says, thrive on the pursuit of new clients. Minders are people-oriented-committed to building relationships and offering exceptional customer service. Finally, there are the grinders, who land new clients through their unrelenting tenacity and exceptional organization.

Silverstein emphasizes that each type has weaknesses and often must learn from the other two. Finders, for example, don't usually offer the best customer service. Minders may not be proactive enough. Grinders may be shortchanging themselves by exclusively focusing on, well, the grind.

The beauty of sales is that many different styles can produce equally desirable results. The important part is developing a style that complements your personality. If your sales style and your personality are in conflict, your effectiveness will suffer. The reason is, prospects will have a hard time getting a read on you-which typically translates into a lack of trust. Needless to say, trust is essential in the sales process .

Additionally, by aligning your sales style with your personality, you will project a higher degree of confidence and fluency. Many people make the mistake of affecting an extroverted demeanor, believing that that's what a true salesperson must act like. While that may work for some, in the long run it will be difficult to sustain. (And everyone can spot an act.) What's more, it's simply much easier to be your authentic self.

1 comment:

IBU HAYATI said...

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Saya ibu hayati ingin berbagi cerita kepada anda semua bahwa saya yg dulunya cuma seorang TKW di HONGKONG jadi pembantu rumah tangga yg gajinya tidak mencukupi keluarga dikampun,jadi TKW itu sangat menderita dan disuatu hari saya duduk2 buka internet dan tidak disengaja saya melihat komentar orang tentan MBAH KABOIRENG dan katanya bisa membantu orang untuk memberikan nomor yg betul betul tembus dan kebetulan juga saya sering pasan nomor di HONGKONG,akhirnya saya coba untuk menhubungi MBAH KABOIRENG dan ALHAMDULILLAH beliau mau membantu saya untuk memberikan nomor,dan nomor yg diberikan MBAH KABOIRENG meman betul2 terbukti tembus dan saya sangat bersyukur berkat bantuan MBAH KABOIRENG kini saya bisa pulang ke INDONESIA untuk buka usaha sendiri,,munkin saya tidak bisa membalas budi baik MBAH KABOIRENG sekali lagi makasih yaa MBAH dan bagi teman2 yg menjadi TKW atau TKI seperti saya,bila butuh bantuan hubungi saja MBAH KABOIRENG DI 085-260-482-111 insya ALLAH beliau akan membantu anda.Ini benar benar kisah nyata dari saya seorang TKW.. KLIK GHOB 2D 3D 4D 6D DISINI