2. POSITIVE ATTITUDE FOR A LIFE ASURANCE SALESMAN

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

4. 3 – MAIN CRITICAL SELF-IMAGES in selling That the life assurance sales man must portray.

5. 1st . SELF-IMAGE IN SELLING
See themselves as
CONSULTANTS

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

7. 2nd . SELF-IMAGE IN SELLING
See themselves as
DOCTORS of selling

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

9. 3rd . SELF-IMAGE IN SELLING
See themselves as
Chief Executives of their own companies

11. 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.

12. 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.

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

14. 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.

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

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

17. 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.

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

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

20. 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.

21. 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

22. 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

23. 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

24. 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

25. 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.

26. Thank you