I have heard that dogs and bees can smell fear…I don’t know if that is true, but it seems to be common knowledge.
What I do know to be true however, is that prospects can smell uncertainty.
If you are having trouble closing, it is because you more than likely communicating with an air of uncertainty. I am confident of it. I have seen it too many times.
Prospects are expecting to connect with someone who is confident and competent.
In most situations, people are waiting for someone to direct them or tell them what to do.
Have you ever seen a Chick-Fil-A drive-thru? The entire system is built on moving people through a trusted process to deliver what they want and desire.
Have you ever purchased something in high demand where there wasn’t a clear directed process? Have you ever been shopping on Black Friday? It is chaotic. People get confused and frustrated.
The same is true in insurance sales. People trust assumptive sales people. They want assumptive sales people.
When you are assumptive, you are communicating to the prospect in a thousand different ways that you can be trusted because you have done this a thousand times.
Now, I know that you may not have presented a thousand times. Heck, this may be your first time, but when you give a presentation, it needs to SEEM like you have done it a thousand times.
How do you know if you are presenting with uncertainty?
Do you get a lot of, “I need to think about it” objections?
Do you set up a lot of follow-up appointments?
Do you need a lot of underwriting help?
Do you get confused when choosing a carrier?
Are you looking for permission to start the application?
Here is the easy answer: If you are doing any of these things, then you are losing sales because you are projecting uncertainty and not assuming the sale.
Agents call all the time with the same complaint…they get off the phone with the client trying to figure out an underwriting issue and plan on following up with them. It always ends in disappointment.
I promise you, if you can try to take control, act as if you are the expert, and direct your prospects through the application process you will get more applications. You just have to trust yourself and make the jump.
If you have any questions about your sales or your business, we would love to hear from you. To us, there is simply no such thing as a dumb question. We may have the answer for you, and if we do not, we will find it with you. You can connect with us using the chat feature in the bottom righthand corner or message us on Instagram or Facebook.
