POSITIVE ATTITUDE FOR A LIFE ASURANCE SALESMAN

Traditional approach to training of salesmen 20% on attitude and Self – image development 80% on technical product knowledge

3 – MAIN CRITICAL SELF-IMAGES in selling That the life assurance sales man must portray.

1st . SELF-IMAGE IN SELLING See themselves as CONSULTANTS

Characteristics of Consultants Problem solver An expert who knows the product or service code Knowledgeable of the product or service Advisor to their clients

2nd . SELF-IMAGE IN SELLING See themselves as DOCTORS of selling

Characteristics of Doctors They are professionals Have their own library Always have a sequence of dealing with their clients: Examination/Analysis, Diagnosis, Prescription.

3rd . SELF-IMAGE IN SELLING See themselves as Chief Executives of their own companies

Characteristics of CEO Think differently from employees. see their businesses as growing businesses attached to a large business sell their services to large Organizations They do not hope things will happen to them, instead they make things happen to them in the manner they want it.

Characteristics of CEO…. They set goals and make plans to achieve those goals They determine how people must treat them. They enjoy what they do.

Purpose of business “To create and keep a customer” RELATIONSHIP SELLING Purpose of business “To create and keep a customer”

X’TICS OF TOP BEST SELLERS They are relationship sellers They sell dream in exchange for money They sell promises in exchange for money They understand that relationship overcomes fear that has been built up in customers.

OLD MODELS OF SELLING OLD MODEL OF SELLING Establish Rapport 10% 20% Qualify the customer 30% Presentation 40% Closing

NEW MODELS OF SELLING NEW MODEL OF SELLING Building Trust 40% 30% Identify Needs Presenting 20% 10% Confirming/ getting feedback

Techniques for Building Trust Guide lines for building trust Listen attentively Pause, before you reply Question for clarification, e.g., “How do you mean exactly? Put back in your own words e.g. “ let me make sure I understand what you are saying.

ELEMENTS FOR BUILDING HEALTHY RELATIONSHIPS TIME CARING RESPECT “Concentrate on building relationship and sales will take care of itself”

BUILDING CREDIBILITY WITH CUSTOMERS Question: “What is the critical behaviour that determines whether customers will buy from you or not? Answer: “PERCEPTION”

HOW TO CREATE A POSITIVE PERCEPTION WITH YOUR CUSTOMERS Positioning “Positioning is the way the customer feels, talks and thinks about you and your company when you are not there.

X’TICS OF POSITIVE PERCEPTION The perception that customers have about you must be: Credibility Trustworthiness Reliability Value dependability Please note that every single thing you do (right or wrong) affects the perception the customer has of you and your company

HOW TO IMPROVE THE CUSTOMER”S PERCEPTION OF YOUR COMPANY Understand the impact of the following laws: The law of accumulation The law of everything counts – mind the details The law of credibility

HOW TO IMPROVE YOUR CREDIBILITY WITH YOUR CUSTOMERS Dressing Grooming Accessories The Company’s Reputation THE PROMOTIONAL MATERIALS: Brochures, Business Cards, Telephone Manners The Product Or Service Sales Presentation Satisfied Customers

SECRETS TO SUCCESSFUL SELLING ATTITUDE AND PERSONALITY LEADS TO SUCCESS IN SALES Your self.1 Thinking Approach.2 How you walk.3 How you carry your4. self Attitude towards.5 work Your personal traits.6 Sanguine.7 Melancholy 20% Technical Product knowledge 80% Psychological

SECRETS TO SUCCESSFUL SELLING Get Serious Lead the Action – see yourself as a role model and act as you are the one who set the standards for others to follow Identify your limiting step – what is holding you back? Associate with the right people Take excellent care of yourself Dedicate yourself to continuous self improvement Positive visualization Positive self talk Positive Expectation Positive Action – Get going, do it yourself and willingly.

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