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Sales Coaching to Make the Complicated Simple & Win

Understanding insurance falls about dead last as far as most people's wants are concerned. If you can help them by making the complicated and confusing simple people will buy and they will buy from you. The explanation for that is pretty obvious. First, you're helping them to reduce the risk involved in a buying decision because now they feel confident about their decision. No one wants to look stupid, feel foolish, waste their money on the wrong thing, spend more than they need to, or buy things that don't get them what they want. All those perceived risks prevent a "yes" decision because they don't really understand what you're offering or their choices.

Second, they will trust you. Trusting you is a big part of their buying decision. Without that trust all those perceived risks are there and magnified.

Until they have that clarity they just can't move forward. In essence your prospect is paralyzed. Most won't directly tell you "no" they'll just keep putting things off. Your left hoping that if you just keep bugging them long enough you'll eventually wear them down and turn "not now" into a "yes". But why put yourself and your prospect in that position? Plus when you're able to make the complicated and confusing simple you can use that same information to attract clients as a marketing tool. So why not take the time to develop the tools to do that for yourself and your prospects?

You may be thinking that sounds great, but how do you actually go about doing it? There are a number of approaches you could use: a report, a chart, an audio, or a video are a few possibilities. As you develop a tool think about how you can use that same tool to serve you in several ways.

That way you can use the same tools to help you to close more business and attract qualified prospects. You could write a report about the top 10 deadly mistakes to avoid when trying to protect your income potential. If you can include charts and tables that make it even easier for people to quickly grasp and compare their options all the better. Once you have the report written you could send it to the people you've already scheduled appointments with and use it in your marketing as the call to action request for a copy of the report. Now you have the means to help people to identify themselves as prime prospects.

Your prospects will trust you because you've helped them to understand something that was confusing to them before. They appreciate that and consequently they'll tell other people about you. They willingly give you a list of other people to send your report to. And when you contact those people they are much easier to connect with because you've given then useful information first, you've made a value added connection with them, and you already know they'e interested in this topic.

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author: Cheryl A. Clausen can help you get where you want to be. Enhance your Sales Techniques, get her free analysis. Increase your sales today through Sales Coaching, look here. Don't reprint the same version as everyone else. Get your own unique content sales technique article here.

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