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Are Your Insurance Sales Hot like a Bowl of Chili?

By: Cheryl A. Clausen

When your sales aren't hot you're frustrated and confused. Others make the sales and marketing systems you're using work for them, but they aren't working for you. And you don't understand how that can be possible. I know you have experience with eating. Consequently I think it will be easy for you to relate to the examples I'm going to use. In case you've never eaten chili, it's a hot spicy soup.

Have you ever noticed that both you and your mother can follow the same recipe using the same ingredients and the same tools yet your chili doesn't taste as good as her chili? Theoretically your soups should taste exactly the same, so why is it they don't? Given the same recipe, the same ingredients, and the same tools to cook with the difference has to be in your techniques.

When you try to follow a sales or marketing system provided by someone else the same thing is true. Even though you have the exact same systems when you use these systems you don't get the same results. The reason this is true is because there are subtle differences in your application of these systems and you aren't even aware of those differences. These differences exist for scientific reasons. You're born with natural behaviors and motivators. That means that you don't see things, think about things, or respond to things the exact same way as the person or persons who created the systems your trying to follow.

It doesn't mean that you wrong or the system is wrong. But it does mean that you need to make adaptations in how you apply those systems so they better fit who you and your natural behaviors and motivators. You'll find when you do that the application of those systems is easier and more successful for you.

Looking at it from another angle, have you ever been to a chili cook off? Conceptually every entrant is cooking the same thing, chili. Yet everyone has their own unique interpretation of the same dish. Ultimately one entrant's version of the soup is selected as the winner. There is a direct analogy to your insurance sales success.

To your customers you look like just another chili cook off entrant. The problem with your cook off recipe is that it looks like, smells like, and tastes like most of the other cook off entrant's chili. The winner is the agent who knows how to present a chili recipe that stands out among all the other chili entries. And that happens for you when you're able to create a core marketing message and unique market position that attracts the interest and attention of the right people.

Article Source: Main Articles

About the author: Cheryl A. Clausen can help you get unstuck. Do your Sales Skills match up. Could you succeed faster if you just had more time? Enhance your Time Management Skills, check this out.

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