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Sales Coaching to Increase Insurance Sales 
By: Cheryl A. Clausen
The first sale is the hardest sale. Increase your sales and reduce your efforts by focusing your efforts on the right sources. To do that you have to treat your business like a business, and take ruthlessly control how and where you invest your time. Most agents waste their valuable time responding to and chasing after the wrong sources. Therefore, they don't have the time they need to invest in the right sources. Don't think because you're busy you're doing the right things with the right sources. If you were already doing this it would be reflected in your revenue.
Focus on your existing customer base and their future potential because that's one of the easiest ways to increase your sales. But don't look at all existing customers as being equal. Recognize that the potential among these existing customers varies dramatically There are three ways this potential varies.
Within your customer base there is a potential for: development of a highly profitable target market for you, repeat and expanded business, and referral to high potential prospects. Failing to identify and recognize highly profitable potential target markets among their existing customers is a costly mistake. Development within a specific target market is one of the easiest ways to develop a highly profitable solid business for you. You have to look beyond product purchases to customer demographics to discover the potential you have for target markets among your customers. Pinpoint the commonalities among your customers with the highest potential so you can find more people just like them.
The annual review serves to help you to identify opportunities for business expansion. All customers don't have equal potential for business expansion. Past notes and good questions help you to develop a list of the customers who are most likely to do additional business this year. You want to focus more time and energy on this list of customers than with customers who aren't likely to have additional needs until some time later.
That's not to say you ignore and neglect customers who don't have more potential in the immediate future. If you do you can expect low retention rates and dissatisfaction. You always want to have ways to stay connected with every customer to maintain that relationship, but you also want to develop ways to make this process automated. You need a referral system that shores up your insurance sales success by making sure you properly take care of your customer relationships.
You know you're supposed to ask for referrals, but you hate doing it because you feel like you're either pressuring your customers to cough up a referral or you're begging for them. That's because your current approach isn't a very good one. And because you don't know what to really ask for. When you gain clarity about the target market you want to focus on and who within that target market has the greatest potential for you it will be easier for your customers to help you to make connections and they won't feel pressured to do so or like you're begging because you approach it differently.
Article Source: http://www.uberarticles.com/articles
Author: Cheryl A. Clausen can help you get unstuck. Find out how your Sales Skills measure up. Could you succeed faster if you just had more time? Enhance your Time Management Skills, check this out
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