How to Improve Sales Immediately
Ahh yes, the most debated topic out there, but hey, I am up for the challenge!
Contrary to what many think, sales is a science and it is incredibly difficult if you were not born with the selling gene in your blood, but it is possible to be great at it. (Disclosure statement: there is no such thing as a “selling gene”) 🙂 It takes a lot of practice to build confidence, adapt, establish trust, and perfect your sales pitch for buy-in. This doesn’t happen overnight. It might come easy to some (that is that selling gene) and it might take longer to feel like you are in a groove for others. That is okay!
Did you know that only 10% of new sales professionals will make it past 5 years in the insurance industry? 10%!! That is crazy!! This number reflects that something is wrong. It could be the professional not truly knowing that they are getting into or settling for the 1st job that comes their way. It also could be their managers are not training in a way that sticks with the new hires. These are very plausible theories and could be a mixture of both. I am going to be researching this more and who knows maybe it will spark a new blog post idea!
In this blog post, I am going to share what I did to be successful in sales and to win top 3 insurance producer through Insurance Business America by age 26!
I do not generally share this knowledge, however with a 10% retention for new sales professionals in the insurance industry, it seems we younger sales professionals need to share how we made it happen and hopefully impact others!
Before I share my advice, I want to make it very clear… If you got into sales because you thought, it would be an easy way to make money fast. That mentality will inhibit your success in sales for the entire length of your career. I whole heartily mean that.
Before you continue in the blog post, you must change your thinking, or any advice, tips, wisdom, etc someone shares with you will go down a big black hole.
Sales is not about the money. It never is about the money for you. The cheaters who steal will always get caught. Undercutting the market to win a deal will also catch up to them. It might be immediate, it might be in a year or a decade, but they always get caught. Do not and I mean DO NOT go down that path to win a sale. Stay above it.
Sales is about creating relationships with everyone around you and helping others achieve what they want. The more you help others achieve what they want, the more they will support you in return. Kindness spreads farther than greed.
Change your mind and it will change your career.
Our minds are the most powerful part of our bodies. We can train our minds to think and see anything we want. You must mentally get into the game of sales or else you will be sitting on the sidelines and practicing, but never getting that big break you need to take it to the next level.
The more mentally we are in the game, the more motivated we are and the more we can recognize an opportunity when we see it.
If you are constantly playing the victim or walking into work being drug by a rope, you might as well have stayed home. Take control of your days, speak to yourself positively, and give yourself a good ole’ pep talk! You’ve got this! You don’t need anyone or anything else to be successful.
Just Start & Do!
It is so easy for us to say, “oh I will do that tomorrow” and then you keep repeating it. It sounds practical in the moment but is only hurting you more. As hard it might be, you cannot keep waiting for a better situation. You don’t need a better computer or the nicest phone to sell something. You must start somewhere if you want to see positive change, might as well start now! Who cares if you stumble on your words, you are human, and the right people will not care about that.
Remember that excuses are a wonderful way to kill your sales career. You are 100% responsible for your success. If someone said no, remember no doesn’t mean forever, it means, not right now.
Make a game plan with goals
And actually stick to them, even when you don’t feel like it… Every successful person sets goals and a clear path on how they will achieve those goals. The sales goals given to you by the company you work for are not enough. You must set your own personal goals of what you would like to achieve to build your value.
Think macro not micro. What do I mean by this? Think long term, not just today. Think of where you want to be in 5 years, 10 years, and make sure what you do today is helping you get to where you want to be in 5 – 10 years.
Work more hours
I know a lot of people might disagree with this one, however, I have found, the more hours I put into learning and talking with people, the more sales I make. Call me crazy, but this truly has a correlation in my line of work, especially when just starting out and you don’t have a team supporting you yet.
Working more hours doesn’t mean you have to be in the office for 10+ hours away from your family. It also doesn’t mean you have to miss a recital or game. There is a balance and you need to find what works well for you and your family. Maybe it means getting up extra early to research a prospect for the calls start to ramp up.
Spend your time doing more high-leveraged activities.
We all get 24 hours in a day. There is no advantage or disadvantage from one person to the next. We all get those 24 hours. The difference is how someone spends those hours that sets them apart from their competition.
During your lunch hour, you could browse social media, or you could read an article relating to your field of work. Which option is a higher leveraged activity? Reading the article!! You must always be thinking about what you are doing today and if it supports your game plan and goals. If not, don’t do it!
No one is going to make you successful. You must make yourself successful by building your value to others.
Your client’s Issues are yours
When working on a deal, your client’s problems are your issue. If you start thinking about the problem as if it were your own, you will work harder to fix it. Take ownership of your work and help others and it will reward you in the long run. Not just by getting more sales, but helping your reputation in your industry.
You are fixing an issue, not making yourself money.
Louder for the people in the back: Sales is not about money!
Money comes later. Fix the issue comes first. Why do people buy? To fix a problem!!! Money is a short-term gain to compensate for your value. Nothing more, nothing less. I can tell you today, after 10+ years in sales and winning multiple awards for my sales efforts, I still do not look at how much money I will make from a deal until my paycheck comes. Do I love making money? Yes, as it supports my quality of life. Do I let it overpower me when I am working with others, absolutely not!
If you are calculating how much money you are going to make on a deal before it has been closed, you have lost that deal. Your mind isn’t in the right place to win it.
Find a Mentor or Coach
Can be an actual mentor or career coach or someone you look up to that you do not have direct access to talk with. This is why social media is great because you can follow them to watch their mentality, how they spend their days, how they organize themselves, and how they think.
Getting a coach is also very helpful if you are feeling overwhelmed with how to sell more. Career coaches with experience in sales are worth every penny! They help open your mind to see more opportunities, give you the support to try new techniques, and can hold you accountable!
*if you are interested in a career or sales coach, don’t be a stranger! I would love to be your coach!*
Message me on Instagram @balancedinpink or email at balancedinpink@gmail.com
Sales is a mental game. If you aren’t there mentally and do not truly believe in it, it doesn’t matter what advice, tips, motivation someone gives you. Your success is 100% your responsibility. Take control of your career and stay kind to others! And if you are feeling overwhelmed on where to start with adapting your mentality to get into sales I am here to be your coach! Message me at balancedinpink@gmail.com
Best,
-Kari D.
The advice I share is strictly from personal experience. I am a licensed insurance professional, not a licensed medical professional in any capacity.
