Transcript Sales 101 - Game Plan

SALES 101
Barhorst Insurance Group
Sales 101
“Pretend that every single person you
meet has a sign around his or her neck
that says, “ Make me feel important.”
Not only will you succeed in sales, you
will succeed in life.”
- Mary Kay Ash
SALES 101
Practice Your Craft
 Why do famous people get paid so much?
 They
Believe
 They
Practice
 They
Work Hard
 They
Play Hurt
Sales 101
Practice Your Craft
HAVE YOU HEARD ABOUT JOE
LUGNUT?
Sales 101
Practice Your Craft
 What is your work mentality?
 Work
Length Determines Value
 Work
Contribution Determines Value
Sales 101
Practice Your Craft
 Continuously Develop Yourself
Green
Ripe
and Growing
and Rotting
Sales 101
Practice Your Craft
“ We are what we repeatedly do.
Excellence then, is not an act, but a
habit.”
-Aristotle
Sales 101
The Rules for Success:
Being
Different
Attracting
clients
and retaining life long
Rule #1 – Sell Yourself
Your Image
“Never mind words, how do you act and
look?
-Harry Beckwith
Your Image
 Dress Your Part
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What does your desk or office look like?
 People perceive you by your appearance
 Ask yourself: “ Would I do business with me?”
 “Birds of a feather flock together”
Your Image
 How do you present:
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Yourself?
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Your Products?
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Your Total Package?
Your Image
 You must use a proposal!
 Do not present anything without a visual.
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2 out of 5 people are visual learners.
Your Image
 Do you use?
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SPL’s
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FREE!
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E-Brochures
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Proposal Package
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In person
Mail
Fax
E-mail
Attitude
Your moods, expressions and energy are
all contagious.
You can not tailor make the situations in life, but you can
Tailor make the attitudes to fit those situations before they arise.
-Zig Ziglar
Negativity can be contagious. If you are not careful, it can run its ugly
stain onto your soul with the merest of suggestions and stay put.”
- Jen Darien
Attitude
“You can't get much done in life if
you only work on the days when
you feel good.”
- Jerry West
Attitude
Mark Stibich says…
 Smiling Makes Us Attractive
 Smiling Changes Our Mood
 Smiling Is Contagious
 Smiling Releases Endorphins,
Natural Pain Killers and
Serotonin
 Smiling Relieves Stress
 Smiling Lifts the Face and
Makes You Look Younger
 Smiling Boosts Your Immune
System
 Smiling Makes You Seem
Successful
 Smiling Lowers Your Blood
Pressure
 Smiling Helps You Stay Positive
Attitude
“Our attitude toward life determines
life's attitude towards us.”
- Earl Nightingale
Sell Yourself First
 What the Best Salespeople Sell (in order)
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Themselves
Their company
Their service or product
Price becomes a non-issue
*SELL YOURSELF FIRST
Sell Yourself FIRST
 What Ordinary Salespeople Sell (in order)
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Price
Their service or product
Themselves
Their company
*SHOW THE PRICE LAST
Build Rapport
SEVEN DEGREES
OF SEPARATION
Build Rapport
Welcome to REALITY!

People buy from people they like.

Your prospects are busy. Many of your prospects may not even see a need
for your product, or may be content with the version they already have.
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If you want to successfully establish rapport with your prospects, do it
QUICKLY.
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Fortunately, there are 5 keys to help you get this friendship off to quick start!
Build Rapport
RELAX- Have FUN!
It is your job to create an environment that is conducive to
buying. Pointless, scripted, ice-breaking questions only create
a cold selling environment. So RELAX and have a little bit of
fun!
Build Rapport
 Lighten
Up, Laugh it Up!
Nothing is more powerful than humor when it comes to
building rapport quickly with a prospect. Laughter is the
spark that ignites interest and cordiality between you and
your prospect.
Build Rapport
Get To The Point
State your objective and why they should care. Be careful
not to use clichéd and insincere reasons like saving money,
increasing productivity, and other transparent and ineffective
reasons.
Being specific will clear the air and will lead to
conversation and relationship that will be enjoyed by both
parties.
Build Rapport
Be Sincere and Honest
TRUST is the foundation for building a relationship with your prospect.
You CANNOT fake this! If you are only in it for the commission, it will
show! You must be sincere and honest throughout every step of the
process to be successful.
Being sincere means believing in yourself, your product, and your
company wholeheartedly. It means believing your product or service will
benefit the prospect. You must be passionate.
Build Rapport
Show Humility, But Be Yourself!
Your prospects think that THEY are the most important person in the
world, and they expect to be treated as such. To build rapport quickly,
you must learn to put that prospect and their needs first, REGARDLESS
the size of the sale!
Being humble doesn’t mean that you have to stifle your uniqueness. It
simply means that you must let the prospect see and experience your
uniqueness rather than having to hear you talk about it!
Build Rapport
 How to get the conversation
started:
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How are you?
How did you hear about us?
Who do you work for?
How is business?
What do you dislike about
your current carrier?
What neighborhood do you
live in?
What school did you attend?
Is this your first home?
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How long have you worked
for Remax?
Who do you work for?
How long have you been
attending HAR?
How do you know Jim and
Cindy?
How did you find out about
this meeting?
Are you a native Texan?
Did you grow up around
here?
Your 30-second Commercial
CSR
“Hi, I’m ____________ with the Barhorst Insurance Group.
Have you ever had difficulty getting in touch with your agent
when you need help? One great thing about our agency is
that we have 12 full-time Customer Service Representatives,
which means there will always be someone available to help
you with all your service needs.”
Your 30-second Commercial
Life
“Hi, I’m ___________ with the Barhorst Insurance
Group. Did you know that 50% of foreclosures in
America are due to death or disability? What would
you do if your spouse passed away?…. When was
the last time you reviewed your life insurance?”
Your Job
“My job is to proactively control
the experience of my clients,
making their future predictable.”
– Randy Schwantz
Your Job
“My job as your Insurance
Consultant is to review all your
exposures, make you aware of them
and provide a risk reduction solution
for the ones that concern you the
most.”
Your Job
What side do
you want to
be on??
What side does
your client
want you to be
on??
Loyalty
The person that buys your price will
be the FIRST to leave, the person
that buys because of YOU will be
the LAST to leave.
Loyalty
“People want to buy from successful
people. People who are successful
BELIEVE they are successful.”
- Warren Barhorst
Rule #2 - Sell Your Agency
1.
2.
3.
4.
5.
Sell The Group
“ We are large enough to undertake the largest
project that any of our clients could
contemplate, yet small enough to maintain the
quality of service that has contributed to the
success of our firm and benefited our clients.”
-B.I.G website
Sell The Group
Vision
Barhorst Insurance Group will be
regarded as the best and most
sought after provider of insurance
and financial service products in
the United States.
Sell The Group
Mission Statement
Barhorst Insurance Group will help
individuals, families, and businesses
grow and protect their assets.
Sell the Group
 B.I.G Core Behaviors
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Attitude
 The
ability to open your eyes and minds where
limitless wonders are discovered.
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Communication
 Building
bridges, not walls.
Sell The Group
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Goals
 There
is no greater force than the force of a
man determined.
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Integrity
 Integrity
comes when character is tested; keep
true and never be ashamed of doing what is
right.
Sell The Group
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Teamwork
 Individuals
play the game, but teams win
championships.
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Dedication
 It is the effort of many that create the
ripples that can move mountains.
Sell The Group
 The Barhorst Insurance Group community
involvement:
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Habitat for Humanity
United Way
The Brookwood Community
Jersey Village High School
Little League sports teams
Houston Christian High School
Texas A&M University
Sell The Group
 The Barhorst Insurance Group has received the
following awards:
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2008 Ernst & Young Entrepreneur of the Year.
2008 Best places to work in Texas as rated by Texas
Monthly.
2008 Special Marketing Award from the NFIP for
consumer flood awareness.
2008 Houston Business Journal Fast 100.
2008 Inc 5000
Rule #3: Sell the Product
Facts tell, Stories sell
 The average person does not know what P.I.P stands for, what water
back-up is, or what 100% Loss of Use means.
 Instead, telling stories will help your prospective clients understand what
they are getting.
 The brain has 2 sides:
 Analytical – Facts
 Emotional – Stories
 Stories appeal to the emotional side and help you make the sale!
Facts tell, Stories sell
Stories appeal to the emotional
side and help you make the sale!
Edit Your Message
 The appeal of your key message – the
description of what you do, your key point of
difference, and the benefit of your point of
difference – should resonate with everyone.
Edit your message until it resonates with
everyone.
Edit Your Message
The key message is important:
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“Product” refers not only to the
customer’s policy. The product is
the people servicing that
customer.
Ask Questions
 Which question is more profound?
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“Do you want renters insurance?”
“Your next-door neighbor forgets to turn his iron off when he leaves
his apartment. This mishap results in a devastating fire, and all of
your property is destroyed: clothes, furniture, electronics, etc. You
now have no possessions left. Would you like us to replace all of
your property for you?”
Ask Questions
 Asking questions will guide you to know
about your client actual needs

Answer a question with a question…
 “Would
that?”
you like your insurance to PAY for
Ask Questions
The appeal of your key message is the
description of what you do, your key point of
difference, and the benefit of your point of
difference – should resonate with everyone.
People Buy Knowledge, Wisdom
and Information
 Know your industry
 Know your product
 Know what the next person doesn’t
 Know that you have to invest in yourself everyday
People Buy on Emotion
 Passion stirs emotion
 Get people emotional about their needs and wants.
 You must be passionate about what you do if you
want to bring emotion to the table
GOLDEN RULE
 Do unto others as you would have them do unto
you.
 Don’t take shortcuts.
 Be ethical.
 Do what you say you’re going to do when you
say you’re going to do it.
Simple Coverage Rule
 Do Not Copy Coverages!
 “How
did your current agent determine you
needed 25/50/25?
Sell Your Product
 Let me tell you how the industry works.”
 Find and show holes in your prospect’s coverage
and give them solutions to fill the holes.
Sell Your Product
 “Mrs. Smith, one of the great benefits about having
Roadside Assistance is that there are no out of
pocket expenses.”
 “Mr. Lyons, did you realize that 1 in 4 drivers in
Texas do not have insurance? What would you do if
you were hit by someone like this? Would you like
your insurance to take care of those expenses for
you?”
Sell Your Product
Sell Your Product
 “I noticed we have your home and auto but not your
flood. What would you do in another event like
Hurricane Ike, and your home floods? Can I have
someone talk to you about the importance of flood
insurance?”
 “I’m looking at your account and I notice that we have
your auto but not your home. Did you know that we
offer a 20% discount off your home and a 10% discount
off your auto? Would you like to save an additional
30%? May I ask a few details about your home?”
Sell Your Product
“I promise you that no one remembers the price at 7:00 a.m.
when you are waiting in line at a car dealership for service,
and you don’t get taken until 7:30, and the service person is
somewhat rude, and they have no loaner cars so someone
else has to drive there with you and take you to work, and
when you get back at 5:00 p.m. to pick your car up you wait
another 20 minutes and come to find out they didn’t have the
part for what was broken, and you have to come back again
next week. But you were the smartest guy in the world. You
saved $100 on the car. At that moment you would have paid
an extra $1,000 for the car.”
– Jeffrey Gitomer
Rule #5: Don’t Sell the Price
Don’t Sell the Price
“Price is a one time thing. Cost can go on forever
and ever, as long as you have the particular
product. Question: Wouldn’t it be better to pay a
fair price one time and be through with it than go
on paying those little costs you get from a
product which is probably not as good as what
you’re looking at right now?”
- Zig Ziglar
Don’t Sell the Price
Perceived Value
 People don’t buy on price. They buy on perceived value.
 Do you think a Mercedes-Benz costs more to build than a
Ford?
 Always give value first, don’t add it.
 Put value in the hands of your potential customers before
you ever ask them to buy anything.
Perceived Value
 Reactive Service is expected…..
 Proactive Service isn’t!
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P.S.E – Proactive Service Experience
THEY LOVE IT!
Perceived Value
How Do You React to a Price
Objection?
Things in Life:
1)
Low prices
2)
High quality
3)
Great service
Price Objection
“The common law of business balance prohibits
paying a little and getting a lot…it can’t be done.
If you deal with the lowest bidder, it is well to
add something for the risk you run, and if you do
that then you will have enough to pay for
something better.”
– Zig Ziglar
Gasoline
 SAME oil well….
 SAME refinery….
 SAME trucks….
 SAME store….
Paying For It
 “Price is a one-time thing. Cost can go on forever
and ever, as long as you have the particular product.
Question: Wouldn’t it be better to pay a fair price
one time and be through with it than go on paying
those little costs you get from a product which is
probably not as good as what you’re looking at right
now?”
– Zig Ziglar
Rule #6: Ask for the Sale
How to Ask for the Sale
 “Do you want me to take care of that for
you?”
 “Would you like to pay monthly or semiannually?”
 “Can I write that up today for you?”
Take Over
 “I can take care of that for you. We’ll cancel
your Allstate auto policy today and so they
can mail your refund of any unearned
premium.”
 “I’ll call your loan officer right now and get
the details for closing.”
Always Assume
 Your prospective client is looking for someone to
take control.
 People don’t like to be sold but they love to buy.
 If you make someone want something, they will find
a way to buy it.
If You’re Going To Be Their
Agent, BE THEIR AGENT!
 Educate
 Account completion
 You must strive to handle ALL their
insurance and financial needs
Remember………
It is not your clients job
to remember you. It is
your OBLIGATION and
RESPONSIBILITY to
make sure they do not
have a CHANCE to
FORGET YOU!