Even if you never met a client face to face, your lack of enthusiasm and lack of self-confidence travel down the phone lines as clearly as words do, and they can kill your sale before it’s even born.
If you’re lacking in confidence, the following tips can get you back on track.
Know Your Product Inside and Out
You can’t convince a client to buy something from you unless you know exactly what you’re selling. If you’re in the insurance sales business, for instance, study each policy until you know exactly what it offers and until you are ready to answer any questions a client.
Believe in Your Product
One question clients are fond of asking is, “Why should I buy from you and not from the ABC Insurance Company?” Instead of dreading this inevitable sales question, prepare a reasonable answer. Explain what makes your insurance plans different and better. Your productivity will increase as clients come to see you as a go-to person, the one who can always point them toward the plans for their unique needs.
Practice Clear Communication
All the knowledge in the world won’t help you if you stammer and the words fly out of your mind while you are trying to answer your client’s questions. It may help to enlist friends to quiz you about the different products your company offers until you can describe them all clearly and confidently. Another trick that helps is to use a recording device as you describe various insurance plans. Play it back to pick up any points where your voice becomes soft or difficult to understand. Then try again.
Overcome Your Reluctance to “Bother” People
Many cold-callers secretly dread that they are bothering the people they are telephoning. They then do all they can to avoid making cold calls, and their productivity plummets. Instead of thinking of yourself as a nuisance, try thinking of yourself as someone who has the solution to a problem. This will boost your confidence and make you feel less self-conscious.
More people than ever need reliable insurance plans these days. There’s no reason to be self-conscious or shy about working to meet these needs.