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Insurance Sales Success: What Top Producers Understand 
By: Cheryl A. Clausen
You want to be a top producer, but you're stuck where you are and you don't know how to get any better. You've done what you were supposed to do, but you aren't moving up. You're frustrated and exhausted and you realize you don't know what you don't know. As long as you continue to do what you're doing now you'll stay stuck and frustrated. The very success that got you where you are today now has you trapped at that level.
You aren't happy where you are, but you've grown complacent and you aren't working hard to move up. You're in the danger zone. When you're in the danger zone you don't know what you don't know, and you aren't actively working to get to the next level.
Top producers understand that if you aren't moving forward you're moving backward. Once you start that backward slide it's ten times harder to regain momentum than it is to keep momentum going. You may be surprised to learn that top producers spend a great deal of time focusing on improving the fundamentals of sales and marketing. You may be even more surprised to learn that top producers don't do the things that industry experts tell them to do, and they don't do those things for very good reason. The best of the best don't cold call either face-to-face or via the phone, they don't use canned marketing communications, and they never waste their time networking where the scavengers network. They didn't become the best of the best because anyone handed them any breaks. They got there by learning from people outside their industry.
Why would they turn to people outside their industry for help when they could tap into the top producers in their industry? If you think about it for more than a few seconds the answers become obvious: the best doers aren't necessarily the best coaches and mentors, the best aren't likely to want to share their secrets and have you directly competing with them, and even if you tried to clone them it wouldn't necessarily work for you because you aren't the same people.
Top producers establish their own uniqueness in the market. You have to follow and understand a sales systems so you stay focused on the prospect. That doesn't mean using a presentation. The sales system you use should keep you focused on the prospect. You can't help a prospect to buy if you don't stay focused on what they want.
Perhaps one of the most important things a top producer understands is that if you want to sell you have to stop selling, and learn how to help people buy. It takes work to learn how to help people to buy. But top producers are never afraid to work on things that have a high pay-off rather than spinning their wheels on a low value activities that produce nothing. And isn't that what you're doing now?
Article Source: http://www.uberarticles.com/articles
About the author: Cheryl A. Clausen can help you get where you want to be. Find out how how your Sales Skills match up. What if you just had more time? Improve your Time Management Skills, check this out.
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