SALES 101

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SALES 101

• Barhorst Insurance Group

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Sales 101

• Pretend that every single person you meet has
  a sign around his or her neck that says, Make
  me feel important. Not only will you succeed in
  sales, you will succeed in life.
• - Mary Kay Ash

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SALES 101 Practice Your Craft

• Why do famous people get paid so much?
• They Believe
• They Practice
• They Work Hard
• They Play Hurt

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Sales 101Practice Your Craft

• HAVE YOU HEARD ABOUT JOE LUGNUT?

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Sales 101 Practice Your Craft

• What is your work mentality?
• Work Length Determines Value
• Work Contribution Determines Value

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Sales 101 Practice Your Craft

• Continuously Develop Yourself

• Green and Growing

• Ripe and Rotting

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Sales 101Practice Your Craft

• We are what we repeatedly do. Excellence
  then, is not an act, but a habit.
• -Aristotle

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Sales 101

• The Rules for Success
• Being Different
• Attracting and retaining life long clients

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Rule 1 Sell Yourself
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Your Image

• Never mind words, how do you act and look?
• -Harry Beckwith

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Your Image

• Dress Your Part
• What does your desk or office look like?
• People perceive you by your appearance
• Ask yourself Would I do business with me?
• Birds of a feather flock together

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Your Image

• How do you present
• Yourself?
• Your Products?
• Your Total Package?

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Your Image

• You must use a proposal!
• Do not present anything without a visual.
• 2 out of 5 people are visual learners.

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Your Image

• Do you use?
• SPLs
• FREE!
• E-Brochures
• Proposal Package
• In person
• Mail
• Fax
• E-mail

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Attitude

• Your moods, expressions and energy are all
  contagious.

You can not tailor make the situations in life,
but you can Tailor make the attitudes to fit
those situations before they arise.
-Zig Ziglar
Negativity can be contagious. If you are not
careful, it can run its ugly stain onto your soul
with the merest of suggestions and stay
put. - Jen Darien
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Attitude

• You can't get much done in life if you only
  work on the days when you feel good.
• - Jerry West

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Attitude

• Mark Stibich says
• Smiling Makes Us Attractive
• Smiling Changes Our Mood
• Smiling Is Contagious
• Smiling Relieves Stress
• Smiling Boosts Your Immune System
• Smiling Lowers Your Blood Pressure

• Smiling Releases Endorphins, Natural Pain Killers
  and Serotonin
• Smiling Lifts the Face and Makes You Look Younger
• Smiling Makes You Seem Successful
• Smiling Helps You Stay Positive

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Attitude

• Our attitude toward life determines life's
  attitude towards us.
• - Earl Nightingale

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Sell Yourself First

• What the Best Salespeople Sell (in order)
• Themselves
• Their company
• Their service or product
• Price becomes a non-issue
• SELL YOURSELF FIRST

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Sell Yourself FIRST

• What Ordinary Salespeople Sell (in order)
• Price
• Their service or product
• Themselves
• Their company
• SHOW THE PRICE LAST

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Build Rapport
SEVEN DEGREES OF SEPARATION
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Build Rapport

• Welcome to REALITY!
• People buy from people they like.
• Your prospects are busy. Many of your prospects
  may not even see a need for your product, or may
  be content with the version they already have.
• If you want to successfully establish rapport
  with your prospects, do it QUICKLY.
• Fortunately, there are 5 keys to help you get
  this friendship off to quick start!

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Build Rapport

• RELAX- Have FUN!
• It is your job to create an environment that
  is conducive to buying. Pointless, scripted,
  ice-breaking questions only create a cold selling
  environment. So RELAX and have a little bit of
  fun!

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Build Rapport

• Lighten Up, Laugh it Up!
• Nothing is more powerful than humor when it
  comes to building rapport quickly with a
  prospect. Laughter is the spark that ignites
  interest and cordiality between you and your
  prospect.

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Build Rapport

• Get To The Point
• State your objective and why they should
  care. Be careful not to use clichéd and insincere
  reasons like saving money, increasing
  productivity, and other transparent and
  ineffective reasons.
• Being specific will clear the air and will
  lead to conversation and relationship that will
  be enjoyed by both parties.

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Build Rapport

• Be Sincere and Honest
• TRUST is the foundation for building a
  relationship with your prospect. You CANNOT fake
  this! If you are only in it for the commission,
  it will show! You must be sincere and honest
  throughout every step of the process to be
  successful.
• Being sincere means believing in yourself,
  your product, and your company wholeheartedly. It
  means believing your product or service will
  benefit the prospect. You must be passionate.

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Build Rapport

• Show Humility, But Be Yourself!
• Your prospects think that THEY are the most
  important person in the world, and they expect to
  be treated as such. To build rapport quickly, you
  must learn to put that prospect and their needs
  first, REGARDLESS the size of the sale!
• Being humble doesnt mean that you have to
  stifle your uniqueness. It simply means that you
  must let the prospect see and experience your
  uniqueness rather than having to hear you talk
  about it!

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Build Rapport

• How to get the conversation started
• How are you?
• How did you hear about us?
• Who do you work for?
• How is business?
• What do you dislike about your current carrier?
• What neighborhood do you live in?
• What school did you attend?
• Is this your first home?

• How long have you worked for Remax?
• Who do you work for?
• How long have you been attending HAR?
• How do you know Jim and Cindy?
• How did you find out about this meeting?
• Are you a native Texan?
• Did you grow up around here?

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Your 30-second Commercial

• CSR
• Hi, Im ____________ with the Barhorst
  Insurance Group. Have you ever had difficulty
  getting in touch with your agent when you need
  help? One great thing about our agency is that we
  have 12 full-time Customer Service
  Representatives, which means there will always be
  someone available to help you with all your
  service needs.

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Your 30-second Commercial

• Life
• Hi, Im ___________ with the Barhorst Insurance
  Group. Did you know that 50 of foreclosures in
  America are due to death or disability? What
  would you do if your spouse passed away?. When
  was the last time you reviewed your life
  insurance?

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Your Job

• My job is to proactively control the
  experience of my clients, making their future
  predictable.
• Randy Schwantz

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Your Job

• My job as your Insurance Consultant is to
  review all your exposures, make you aware of them
  and provide a risk reduction solution for the
  ones that concern you the most.

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Your Job

• 
  

SALES
CONSULTANT
OR
What side does your client want you to be on??
What side do you want to be on??
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Loyalty

• The person that buys your price will be the
  FIRST to leave, the person that buys because of
  YOU will be the LAST to leave.

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Loyalty

• People want to buy from successful people.
  People who are successful
• BELIEVE they are successful.
• - Warren Barhorst

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Rule 2 - Sell Your Agency

• 1.
• 2.
• 3.
• 4.
• 5.

Tell me about your Agency
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Sell The Group
WHO IS B.I.G?
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Sell The Group
of B.I.G....
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Sell The Group

• We are large enough to undertake the largest
  project that any of our clients could
  contemplate, yet small enough to maintain the
  quality of service that has contributed to the
  success of our firm and benefited our clients.
• -B.I.G website

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Sell The Group
WHERE IS B.I.G?
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Sell The Group
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Sell The Group

• Vision
• Barhorst Insurance Group will be regarded as the
  best and most sought after provider of insurance
  and financial service products in the United
  States.

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Sell The Group

• Mission Statement
• Barhorst Insurance Group will help individuals,
  families, and businesses grow and protect their
  assets.

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Sell the Group

• B.I.G Core Behaviors
• Attitude
• The ability to open your eyes and minds where
  limitless wonders are discovered.
• Communication
• Building bridges, not walls.

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Sell The Group

• Goals
• There is no greater force than the force of a man
  determined.
• Integrity
• Integrity comes when character is tested keep
  true and never be ashamed of doing what is right.

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Sell The Group

• Teamwork
• Individuals play the game, but teams win
  championships.
• Dedication
• It is the effort of many that create the ripples
  that can move mountains.

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Sell The Group

• The Barhorst Insurance Group community
  involvement
• Habitat for Humanity
• United Way
• The Brookwood Community
• Jersey Village High School
• Little League sports teams
• Houston Christian High School
• Texas AM University

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Sell The Group

• The Barhorst Insurance Group has received the
  following awards
• 2008 Ernst Young Entrepreneur of the Year.
• 2008 Best places to work in Texas as rated by
  Texas Monthly.
• 2008 Special Marketing Award from the NFIP for
  consumer flood awareness.
• 2008 Houston Business Journal Fast 100.
• 2008 Inc 5000

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Rule 3 Sell the Product
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Facts tell, Stories sell

• The average person does not know what P.I.P
  stands for, what water back-up is, or what 100
  Loss of Use means.
• Instead, telling stories will help your
  prospective clients understand what they are
  getting.
• The brain has 2 sides
• Analytical Facts
• Emotional Stories
• Stories appeal to the emotional side and help you
  make the sale!

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Facts tell, Stories sell

• Stories appeal to the emotional side and help you
  make the sale!

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Edit Your Message

• The appeal of your key message the description
  of what you do, your key point of difference, and
  the benefit of your point of difference should
  resonate with everyone.
• Edit your message until it resonates with
  everyone.

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Edit Your Message

• The key message is important
• Product refers not only to the customers
  policy. The product is the people servicing that
  customer.

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Ask Questions

• Which question is more profound?
• Do you want renters insurance?
• Your next-door neighbor forgets to turn his iron
  off when he leaves his apartment. This mishap
  results in a devastating fire, and all of your
  property is destroyed clothes, furniture,
  electronics, etc. You now have no possessions
  left. Would you like us to replace all of your
  property for you?

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Ask Questions

• Asking questions will guide you to know about
  your client actual needs
• Answer a question with a question
• Would you like your insurance to PAY for that?

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Ask Questions

• The appeal of your key message is the
  description of what you do, your key point of
  difference, and the benefit of your point of
  difference should resonate with everyone.

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People Buy Knowledge, Wisdom and Information

• Know your industry
• Know your product
• Know what the next person doesnt
• Know that you have to invest in yourself everyday

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People Buy on Emotion

• Passion stirs emotion
• Get people emotional about their needs and wants.
• You must be passionate about what you do if you
  want to bring emotion to the table

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GOLDEN RULE

• Do unto others as you would have them do unto
  you.
• Dont take shortcuts.
• Be ethical.
• Do what you say youre going to do when you say
  youre going to do it.

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Simple Coverage Rule

• Do Not Copy Coverages!
• How did your current agent determine you needed
  25/50/25?

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Sell Your Product

• Let me tell you how the industry works.
• Find and show holes in your prospects coverage
  and give them solutions to fill the holes.

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Sell Your Product

• Mrs. Smith, one of the great benefits about
  having Roadside Assistance is that there are no
  out of pocket expenses.
• Mr. Lyons, did you realize that 1 in 4 drivers
  in Texas do not have insurance? What would you do
  if you were hit by someone like this? Would you
  like your insurance to take care of those
  expenses for you?

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Sell Your Product
Would you like an apple pie with that?
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Sell Your Product

• I noticed we have your home and auto but not
  your flood. What would you do in another event
  like Hurricane Ike, and your home floods? Can I
  have someone talk to you about the importance of
  flood insurance?
• Im looking at your account and I notice that we
  have your auto but not your home. Did you know
  that we offer a 20 discount off your home and a
  10 discount off your auto? Would you like to
  save an additional 30? May I ask a few details
  about your home?

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Sell Your Product

• I promise you that no one remembers the
  price at 700 a.m. when you are waiting in line
  at a car dealership for service, and you dont
  get taken until 730, and the service person is
  somewhat rude, and they have no loaner cars so
  someone else has to drive there with you and take
  you to work, and when you get back at 500 p.m.
  to pick your car up you wait another 20 minutes
  and come to find out they didnt have the part
  for what was broken, and you have to come back
  again next week. But you were the smartest guy in
  the world. You saved 100 on the car. At that
  moment you would have paid an extra 1,000 for
  the car.
• Jeffrey Gitomer

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Rule 5 Dont Sell the Price
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Dont Sell the Price

• Price is a one time thing. Cost can go on
  forever and ever, as long as you have the
  particular product. Question Wouldnt it be
  better to pay a fair price one time and be
  through with it than go on paying those little
  costs you get from a product which is probably
  not as good as what youre looking at right now?
• - Zig Ziglar

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Dont Sell the Price

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Perceived Value

• People dont buy on price. They buy on perceived
  value.
• Do you think a Mercedes-Benz costs more to build
  than a Ford?
• Always give value first, dont add it.
• Put value in the hands of your potential
  customers before you ever ask them to buy
  anything.

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Perceived Value

• Reactive Service is expected..
• Proactive Service isnt!
• P.S.E Proactive Service Experience
• THEY LOVE IT!

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Perceived Value
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How Do You React to a Price Objection?

• Things in Life
• Low prices
• High quality
• Great service

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Price Objection

• The common law of business balance prohibits
  paying a little and getting a lotit cant be
  done. If you deal with the lowest bidder, it is
  well to add something for the risk you run, and
  if you do that then you will have enough to pay
  for something better.
  Zig Ziglar

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Gasoline

• SAME oil well.
• SAME refinery.
• SAME trucks.
• SAME store.

What's the difference?
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Paying For It

• Price is a one-time thing. Cost can go on
  forever and ever, as long as you have the
  particular product. Question Wouldnt it be
  better to pay a fair price one time and be
  through with it than go on paying those little
  costs you get from a product which is probably
  not as good as what youre looking at right now?
• Zig Ziglar

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Rule 6 Ask for the Sale
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How to Ask for the Sale

• Do you want me to take care of that for you?
• Would you like to pay monthly or semi-annually?
• Can I write that up today for you?

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Take Over

• I can take care of that for you. Well cancel
  your Allstate auto policy today and so they can
  mail your refund of any unearned premium.
• Ill call your loan officer right now and get
  the details for closing.

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Always Assume

• Your prospective client is looking for someone to
  take control.
• People dont like to be sold but they love to
  buy.
• If you make someone want something, they will
  find a way to buy it.

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If Youre Going To Be Their Agent, BE THEIR AGENT!

• Educate
• Account completion
• You must strive to handle ALL their insurance and
  financial needs

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Remember

• It is not your clients job to remember you. It
  is your OBLIGATION and RESPONSIBILITY to make
  sure they do not have a CHANCE to FORGET YOU!