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3 Questions to Connect to Your Insurance Prospect’s Heart

prospects selling Sep 01, 2017

By Brent Kelly

Have you ever felt like you have delivered a powerful and effective sales presentation only to realize that it did not connect with the prospect?

This has happened to me on several occasions. I came into a prospect meeting energetic, ready, and full of answers. Unfortunately, I later realized that my answers did not address the prospect’s problems.

If I asked you what is the most important information to understand when you are meeting a prospect for a sales appointment, what would you say?

Typically, I hear answers like, “Product knowledge, features, benefits, competitive advantages, service philosophy, and more.

These aren’t necessarily bad answers. In fact, I have written and spoken about understanding the importance of these details.

However, none of this information has any impact or carries any value if you don’t first understand the prospect, their situation, and their perspective.

Building solid rapport is the foundation of every great...

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Do You Believe in What You’re Selling? If Not, You Should Quit

selling Sep 01, 2017

By Brent Kelly

Genuine belief in your product or service is vital for any salesperson’s success.

Without belief, what you are selling is a lie.

Seems pretty obvious right?  It should be, but I still see people selling products or services in the market they don’t believe in.

Consumers can smell BS a mile away. How do I know? Because just like you, I am also a consumer. I can almost instantly detect if someone genuinely believes in what they are selling or are just trying to make a quick buck. If I don’t smell the BS then my wife will definitely pick it up. She is a master salesperson BS detector!

You can often immediately tell by just watching a salesperson’s actions. Here are few signs to look for when observing a salesperson.

Are they talking or listening?
Are they genuinely excited about their product or service?
Are they helping or selling?

Those with belief in their product or service don’t need to hard sell or be pushy. They know what they...

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