It’s impossible for your leads to be more enthusiastic about health insurance than you are.
If your pitch sounds weak and uncertain, your leads will feel just as doubtful. If you’re lethargic and unenthused, their energy will sink to your level.
On the flip side, something incredible happens when it sounds like you’re excited to be at work. When you bring heaps of enthusiasm to the call, that good feeling will rub off on the lead. And they’ll be more motivated to buy.
A positive attitude in sales can have a direct impact on your closing rate. Here are a few ways you can put that spring back into your step and serve every customer with interest and excitement.
1) Believe You Are Doing Good
Don’t fall into the “clock in, work, clock out” mindset. If you wanted that, you wouldn’t have pursued a career in sales.
Every call isn’t just a tick on your To-Do list. It’s an opportunity to really provide someone with financial security and quality healthcare. If you’re doing your job right, you’re literally helping people live better lives. Feel proud of that fact.
When you believe in your heart that you’re doing more than just providing a simple service, it energizes you like nothing else can.
2) Understand What Your Customers Really Want
As the old Bob Dylan song goes: you “gotta serve somebody.” And in the world of insurance, we serve the client.
There’s a reason why empathy is considered one of the most valuable sales skills. When you genuinely care about other people, you listen to them better. When you actively seek to understand the person on the other end of the phone line, you’re more engaged. Strive to put yourself in each lead’s shoes, whether it’s your first call of the day or your fiftieth.
Leads can intuitively tell the difference between someone who sees them as a target and someone who sees them as a person. By putting yourself in a service mindset you’ll be in a better mood, and close more sales.
3) Remind Yourself Of Your Long Term Career Goals
Motivational seminars that get you pumped up and excited to be on your “A” game feel good. For about a week. The problem is that they aren’t a sustainable way to find the energy to do your best work every single day. Getting motivation from external sources is like getting a boost from an energy drink. It will make you feel up for a while, but then you come crashing down. True motivation comes from inside — from what’s really important in your life.
A better strategy is to regularly sit down and review your long term career goals. The “Where do you see yourself in 5 years” question isn’t just a job interview cliche. It’s fuel to the engine you use to power your work every day. Remind yourself how serving your customers will support your personal goals, and you’ll be able to summon a lot more energy to do your best. Trust us, your leads will feel the difference.
4) Keep Pushing Yourself To Know More And Be Better
Be committed to growth. Not just in your sales numbers (but that too, obviously.) But also in your skill and knowledge as a salesperson.
Take advantage of any training opportunities your employer might provide. Keep up-to-date on industry news. Always have a sales book on your bedside table. When you allow yourself to stagnate, you’ll get bored. And your energy for your job will suffer. When you grow in your job, you’ll always find opportunities to apply your skills. And that will be an endless source of excitement.
Enthusiasm Is The Core Of A Positive Attitude In Sales
Make it your goal to leave your leads thinking, “Wow, that was the most helpful and motivating conversation I’ve had all month.” When you care, you listen, and when it’s obvious you care about what you do, your leads will sense it. And they’ll be more inclined to work with you as a result.