Do Prospects Want to Deal With You?
By Anthony Iannarino – The Sales Blog – December 3, 2019
We tend to think of selling and marketing as something we simply do, as a profession, as a set of actions. We believe anyone motivated to learn to market or sell insurance can do so, and we put our faith in processes and methodologies to produce a repeatable result. But if you want your job to be a lot easier, you need to become someone from whom people want to buy. If you want to become someone with whom others want to conduct commerce, you’ll need to learn to recognize success is individual, and start by developing the traits your clients find attractive. Then learn how to be a consultative agent or marketer, and create more value than your competitors by becoming an expert in the outcomes you sell. Becoming a person that people want to buy from is difficult, but once you’ve done so, selling is a lot easier.