2. AS LIC AGENT
Our Mission...
is to help to families to spend, save, invest, insure and plan wisely
for the future, to achieve financial independence, so we become the
most recognized, trusted, respected and sought after financial
professional in our local community.
Our Goal...
is to help bring about a positive change in the insurance and
financial industry to make it the respected and trusted profession
it should be, while helping you to earn the substantial living you
want and deserve.
Our Philosophy...
is that if you help enough people to get what they want, then you'll
get what you want.
Ankit Singh 97680 10024
3. I have a couple of tough questions for you…
And, how you answer these questions may be
extremely critical to determining your overall
success in this business?
Ankit Singh 97680 10024
4. The first question is…
What is it that you do for a living?
Think about this very carefully! Because it’s
very important!
Ankit Singh 97680 10024
5. Are you ..
An Insurance Agent
A Financial Planner
A Financial Advisor
An Investment Advisor
A Financial Consultant
or may be you use some other title?
Ankit Singh 97680 10024
6. Unfortunately, if you said any of the above, then
maybe that’s why you are not as successful in the
financial services business as you would like to
be.
Because, all of the above answers are just
industry licenses you hold, industry designations
you may have earned or a career title that you
have decided to use!
Ankit Singh 97680 10024
7. But, whatever you have decided to call
yourself, it’s NOT what you do for a living!
And yes, it is what you must tell your prospects
and clients that you do for a living. Because, if
you were to tell people who you really are, and
what you really do for a living, they will
probably run the other way.
Ankit Singh 97680 10024
8. You may not want to hear this, but what you
do for a living… is you sell!
You are a sales person! You may be
offering a product, investments, advice or
some other services… but you are above all
and foremost a salesperson.
Ankit Singh 97680 10024
9. “Everyone lives by selling
something.”
Robert Louis Stevenson
Ankit Singh 97680 10024
10. And, it’s that basic lack of understanding of what
you do for a living that, in most cases, is keeping
you from earning the living you desire and are
capable of.
When you come to the realization and finally accept
that you are a salesperson and you begin to focus
your efforts each day on learning and mastering the
skills needed to attract and sell prospects, then and
only then,will you be able to take your career to new
heights.
Ankit Singh 97680 10024
11. “Salesmanship is limitless. Our very
living is selling. We are all
salespeople.”
J. C. Penney
Ankit Singh 97680 10024
12. Now, the second question is…
What is your function as a
salesperson?
Is your function to make sales?
Sell your products and/or services?
Is it to educate your prospect on the value of
your products and/or services?
Prove to them how knowledgeable you are?
Establish rapport?
Gain your prospects trust and respect?
Help them to understand why they need your
services?
Ankit Singh 97680 10024
13. While all of the above are important aspects of making a sale
and they are things that you hope will happen during the sales
process, they are not your function as a salesperson!
Your function as a salesperson is to…
Help your prospect to identify a problem (s) that they have
Help them to prioritize that problem (s)
Help them find a way to solve that problem (s)
If your prospect doesn’t see that they have a problem, then
why should they invest their time and money in your products
and/or services?
Ankit Singh 97680 10024
14. A true sales professional, knows that to help people, they
must be of service to their customers and make their
customers' needs primary. True sales professionals choose to
give of themselves, without the expectation of an immediate
return.
The true sales professional, asks questions
To learn as much as they possibly can about the prospect and
the prospect's needs and wants. They implement a well
thought out and rehearsed selling procedure, that will help
them gather and organize information to make their
presentation attractive to their prospect. Using that method,
closing sales ceases to be a problem.
Ankit Singh 97680 10024
15. YOUR INCOME IS IN DIRECT PROPORTION TO
THE SERVICES YOU RENDER TO OTHERS.
Highly successful sales people deliver exceptional customer service
before, during, and after the sale. By giving your clients exceptional
customer service, they will be more willing to refer you and your
company to their friends, family, and co-workers, thus dramatically
increasing your referral business. We all know that referrals are the
#1 internal marketing vehicle! So, by memorizing this quote, you will
have more satisfied customers and also dramatically increase your
income due to the increased referral business.
Ankit Singh 97680 10024
16. Now the final question is…
Do you have a set selling procedure?
The reason so many sales people struggle is that they
have not learned and/or implemented a selling
procedure.They fail to investigate their clients' needs
and wants, establish trust and rapport with their
prospects, or demonstrate how their product and/or
service can fulfill those needs and wants. A
salesperson that has not learned how to perform these
important functions is not really helping people and
will not close many sales.
Ankit Singh 97680 10024
17. Until selling becomes a
procedure , it will always be a
problem!
Ankit Singh 97680 10024
18. Do you have a specialty that you use to consistently attract
prospects that have a problem that you can solve for them? Or,
are you just taking whatever sales happen to come your way?
Do you have a well thought out and rehearsed initial
questioning procedure to gather the facts, to gain trust and
build rapport, and help your prospect to determine what they
actually need and want?
Or, are you just telling your prospects what you believe they
need and want?
Do you have a set sales presentation procedure that
demonstrates how your product and/or service can fulfill your
clients’needs and wants?
Or, are you just telling them and trying to convince them that
your product and/or service will solve their problem?
Ankit Singh 97680 10024
19. Summary
If you really want to be successful in sales and you really want
to help people, then you must learn a precise, step-by-step
procedure.
A sales procedure that covers all the points in the selling process,
from attracting prospects to closing the sale, leaving nothing to
chance. You must form the habit of doing what is necessary, within
ethical and moral boundaries, to succeed. That’s what distinguishes
winners from failures. Successful people are simply unwilling to
fail. There are many more points to understand about selling and
your future success in sales hinges upon your knowledge of them.
Ultimately, to succeed in selling, you must embrace your
profession and seek to constantly improve not only yourself, but
also the profession as a whole every day.
Ankit Singh 97680 10024
20. When you have a selling procedure and combine it
with your high degree of interest in building your sales
career. When you develop a positive attitude and
energy it creates, you will become a success. And, you
will witness the birth… of a ‘True Sales
Professional!’
Then, and only then will you
‘Take Your Career To New Heights!’
Ankit Singh 97680 10024
21. “When you are asking questions, have
no expectation of making a sale. Come
from a place of simply wanting to help
your prospect. This mindset will help
you and the prospect to discover if your
products or services are the
best solution to their problem.”
Ankit Singh 97680 10024
