In the understanding part of the life insurance sales funnel, the most important part comes in to the picture is the CREATIVITY. A life insurance salesman whom we see to be a very successful one, is definitely be creative and a good learner. In this blog we will discuss a litte on the learning and creating process, as because during your past you may have learnt many things, some of them have even become irrelevant in the present scenario too. So it's the TRAINING PROCESS which actually helps you to forget some things even, it is to LEARN, UNLEARN AND RELEARN several times by which you become creative in your field and grab the mastery of life insurance sales. Here we will talk about the learning and creating process, before we go into the deep of the sales. It's like the foundation of your activities and leads toward the path to success.
REMEMBER: Recognising and recalling the facts is remembering. Now in our profession people learn things in two different ways, classroom studies and practical field experience. Day off and on many things are happening with us, but an intelligent sales person has a very good personal observation by which he or she remembers the situation, facts, and understands in deep, recall them several times with notes, it becomes a case study when one remembers and reproduces things.
UNDERSTAND: Here what the fact means is very important. Let me place an observation as an example. Suppose, you are to a man who is apparently seems to be a businessman in a partnership firm, shared with family members and also with father as his parent, in your observation if it is found that the man can take insurance, another fact lies indifferenty, the father is the authority, so until and unless the authority approves, nothing is going to happen. Your understanding of this theory will be the key to the sale.
APPLY: Apply the knowledge what is taught, NO !! It is the knowledge what you have learnt, is'nt it ? But you have to apply on time. This is to some extent is the Presence of Mind in our like profession. Nevertheless, it's a habit, repeated practice helps you to trigger on time, nothing else like it.
ANALYZE & EVALUATE: This is a crucial part and most of us don't go in the deep or overlook. Let us understand an example. A man has described you the whole story like his expenses, gross income, educational expenses, liabilities write off, medical and ongoing contribution toward the savings. Now you have to analyze and find out the disposable income. Accordingly you will structure out the savings or investment components with the balance of proper risk management to safe guard the interest of the customer, the negotiation will be easier than what you expected, because you have done the proper HOME WORK. But unfortunately we cannot find time for that, find your time and see the result in the coming days, it produces really.
CREATE : With all the earlier steps properly executed, your learning process finally takes you to CREATION of absolute new idea. A small example will help you to understand. I have seen agents with 1:1 sales ratio. What does it mean ? They are basically the MDRTs or COTs. They talk, meet, understands, evaluates and finally CREATE their OWN CUSTOMISED PRESENTATION, not by any market sold software just with company logo, they create with their brands, their teams and take specialised tips from their mentors for a smooth finishing touch, punches confidence within and then recall for a closing appointment. When you see the name of a successful person on the board repeatedly, continuously and consistently, remember, it is backed by hundreds of sleepless nights. It's not a CHILD's PLAY, it's a serious game when you sale life insurance, your creativity over-rides the temptation of higher returns here.
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