I recently started a job with a well known insurance company. We specialize in B2B sales. I have never done sales before but I feel I could prosper in this career. My only problem is getting in the door. I have this fear of going into a company and pursuing the business owner. What advice can you give me to over come this and get my business up and running. What did you guys do to help you. Thanks in advance.
2007-03-04 13:05:52 · 5 answers · asked by Bills 2 in Business & Finance ➔ Insurance
Well first, my hat of to you for entering a new career that is either going to be the easiest highess paying job of your life or it is going to be very very hard. It is all up to you and the attitude you choose that is best going to decide the outcome.
Cold Call jitters, or what ever you call it, one thing I can quarantee is you are not alone. Whether your cold calling face to face or over the phone, approaching a complete stranger, someone you have never met before is never easy.
A couple of approaches that I use to turn these obstacles of fear, rejection and self doubt into opportunities is to focus on my motives and how I can best achieve my goals.
So ask yourself why you have chosen this type of career, even though you have little experience and realize that cold calling, which is an estential part of any sales process, is presenting a issue for you.
If you are like most it is about being in control of your time and money you earn. When I ask what motivated you, I was looking what that control really means to you. If you had more time and money, what one thing that you are passionate about. For me it is my family and the cabin at the lake, for you it might be a certain sports car you would love to own. That is the "Why" part of your career. Hold on to it with all your strength, because your going to need it. It is going to be the first step you will need to produce the desired results.
Now the "What" part. Dont start any bad habits and think you are selling anything. The days of selling are gone the way of the dinosaurs. Sales today is all about understanding what they are doing now and simple helping them do it better. You are protecting them from the "what ifs" giving them peace of mind and dream filled nights.
You get the picture. Those jitters you are concerned about, come from you and the attitude you have chosen.
My background is specialized in B2B Opportunity Development and make 300 - 500 cold calls a week so I know where you are at and what you want to achieve.
2007-03-08 05:29:27 · answer #1 · answered by John 3 · 0⤊ 0⤋
You just have to know, you don't make a sale the first visit, or the second. It takes six or 8 or ten. Make a list, keep notes. Put personal info in, so the second time you're there, you check your notes, and ask the guy how his dog Bones is doing. Attention to detail, and just sticking with it. Be friendly but not pushy. And go back once a month, not more often unless they ask for it.
Walking in the door 6 times is MUCH MUCH more effective than 6 telephone calls - where only the secretary hears you.
2007-03-04 13:10:47 · answer #2 · answered by Anonymous 7 · 1⤊ 0⤋
Hiya Bills.
I am a wealth management specialist with a major wall street outfit. I am willing to help you under some circumstances. I cold called my way to a huge book of business is a very short period of time. I dont think my way is mastered yet, but I believe I know the secret to getting into their door. Once in the game is over. I have a 80% or higher rate of getting appointments. I only cold call 5 times a day. That gets me 3-4 meetings a week. I want to know who you work for ( I have issues with SOME insurance companies) I also want to know what you are selling and what your "hook" or pitch is. Email me at yahoo. Ill look at it in the coming week and if you give me a work number, I will call you and share my story with you. I love the fact you are working hard and I will bend over backward for someone who "did it like me."
2007-03-05 16:30:13 · answer #3 · answered by stuffforsale15001 2 · 0⤊ 0⤋
This is something most people struggle with in the beginning. It takes time and practice. Know your stuff. Know what you are going to say. Know your product. Know how it will help your customer and why they should do business with you. When you are confident in what you have to offer, it will convey into confidence to call on the custome. It takes time. Just try to be prepared.
2007-03-05 00:46:44 · answer #4 · answered by deep5223 4 · 0⤊ 0⤋
www.workathomeunited.com/bucky
2007-03-04 13:08:46 · answer #5 · answered by kristie c 2 · 0⤊ 1⤋