Be a Good Salesperson

  When you hear the word “selling”, or when you hear “salesperson”,  what do you think of? Do you think of the used car salesman in the plaid sport coat – or the vacuum cleaner guy who just won’t leave your home? Unfortunately, the profession of selling doesn’t usually conjure up images of someone who’s professional – of someone who actually helps people. But at Howe Insurance Services, we try to be professional, we teach our sales people to be helpers, to help others. People don’t usually buy our product because they understand everything about Life Insurance. They buy our products because they trust us and they believe that we understand their problem and they believe that we have a solution for their problem. And we do. If you’re in sales, think about any sale that you’ve made – consider why your customer bought – and I’ll think you’ll agree.  They were motivated by protection of life, or pleasure in life, or pride in ownership, or profit. Here’s the good news. If you’re in sales, and if you help people get what they want – what they need – then you’ll be rewarded and you’ll be able to get what you want. The more people you serve, the more you get rewarded. It’s that simple. Find out what people want and then, help ’em to get it.

Abraham Lincoln said…

If you would win a man to your cause,

first convince him that you are his true friend.

Next, probe to discover what he wants to accomplish.

Then, instruct him concerning the merits of your proposition.

That’s what we do – we build credibility, we ask questions, and then, once we understand our prospective client’s concern, our job – our goal, is to offer a solution. Whether you’re in sales, or simply tryin’ to motivate someone to do something, I expect you to see things from the other person’s point of view because you are a winner, and given enough time, you WILL Win – Yes, you ARE a Winner.  
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Full Transcript: Hi, this is Don Howe, and the topic for this Golden Nugget is Selling, and when you hear the word “selling”, or when you hear “salesperson”,  what do you think of? Do you think of the used car salesman in the plaid sport coat – or the vacuum cleaner guy who just won’t leave your home? Unfortunately, the profession of selling doesn’t usually conjure up images of someone who’s professional – of someone who actually helps people. But at Howe Insurance Services, we try to be professional, we teach our sales people to be helpers, to help others. People don’t usually buy our product because they understand everything about Life Insurance. They buy our products because they trust us and they believe that we understand their problem and they believe that we have a solution for their problem. And we do. If you’re in sales, think about any sale that you’ve made – consider why your customer bought – and I’ll think you’ll agree.  They were motivated by protection of life, or pleasure in life, or pride in ownership, or profit. Here’s the good news. If you’re in sales, and if you help people get what they want – what they need – then you’ll be rewarded and you’ll be able to get what you want. The more people you serve, the more you get rewarded. It’s that simple. Find out what people want and then, help ’em to get it. Abraham Lincoln said… “If you would win a man to your cause, first convince him that you are his true friend. Next, probe to discover what he wants to accomplish. Then, instruct him concerning the merits of your proposition.” End of Quote. That’s what we do – we build credibility, we ask questions, and then, once we understand our prospective client’s concern, our job – our goal, is to offer a solution. Whether you’re in sales, or simply tryin’ to motivate someone to do something, I expect you to see things from the other person’s point of view because you are a winner, and given enough time, you WILL Win – Yes, you ARE a Winner.
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