YOU'VE invested hours in sales-training classes, read all the recommended sales books, attended networking events and gathered daily sales tips via the Internet. But you're still in the same rut. Your closing ratios haven't changed, nor, despite your best intentions, have your appointments. You know you need and want to make a change, and you seem to be doing the right things, but it just isn't happening. Why?
In a word, fear. Fear of trying something new and looking foolish. Fear that if you blow an appointment, you will miss the sale–and you worked hard to get that appointment! So you retreat to what is comfortable for you. You do what you always have done before.
Like the Cowardly Lion, what you need is courage. Where do you find it? In a full pipeline of prospects and suspects. When appointments are scarce, we dare not "blow" one. So the key to making necessary change is to fill the pipeline.
Want to continue reading?
Become a Free PropertyCasualty360 Digital Reader
Your access to unlimited PropertyCasualty360 content isn’t changing.
Once you are an ALM digital member, you’ll receive:
- Breaking insurance news and analysis, on-site and via our newsletters and custom alerts
- Weekly Insurance Speak podcast featuring exclusive interviews with industry leaders
- Educational webcasts, white papers, and ebooks from industry thought leaders
- Critical converage of the employee benefits and financial advisory markets on our other ALM sites, BenefitsPRO and ThinkAdvisor
Already have an account? Sign In Now
© 2024 ALM Global, LLC, All Rights Reserved. Request academic re-use from www.copyright.com. All other uses, submit a request to [email protected]. For more information visit Asset & Logo Licensing.
