Fwd: Successful Life Insurance Sales Secrets – Part 2

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From: "Mark's Morning Motivation" <motivation@chattertonworld.com>
Date: 24 Jun 2014 04:06
Subject: Successful Life Insurance Sales Secrets – Part 2
To:
Cc:

Did you know that Ben Feldman, the greatest insurance salesman of all time [from 1943 until his death in 1993 he held the world record for the most products sold by a salesman in a career, a year ($100,000,000), and in a single day ($20,000,000)] was not only the master of the KISS formula but also a master of self management?

 

He focused on:

• maintaining a positive mental attitude
• making the calls
• sticking with it (also known as follow up, follow up, follow up!)
• paying attention to his image
• finding the problem(s)
• always putting the best interest of the client first
• preparing "with care" his sales presentations / recommendations
• being creative while fitting the right products in "a package" of simple solutions

Combine all of the above with an ability to stay enthusiastic, a powerful drive to always "be better" and 'selling softly' and you'll understand his incredible success!

With regard to 'selling softly' Ben Feldman said 'do not push your prospects into a corner'. Rather lead them to their buying decision by clearly identifying the problem and outlining all of the solutions as well as the cost of doing nothing. "Sell a policy designed to make sure a spouse will never be dependent on the children, a policy designed to turn bricks and steel back into cash instead of frozen assets."

Ben Feldman believed that the art of selling financial products is really not an art at all but the science using effective processes. And by following an effective process you will always be well prepared!

 

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