Friday, January 20, 2012

Pen is mightier than the sword

Selling tips...

Recently while attending our company convention, I bound on a well dressed agent who introduced himself as Lee. He kept calling me Sifu, as master of the trade in selling life insurance. He claimed that when he started selling as a rookie agent 7 years ago, he had attended few of my platform sharing. The learning from me has tremendously, helped him to sell successfully in our industry. 

Out of curiosity, I asked Lee what he had gathered from me, which he is still applying. Without hesitation, he took out his pen from his  pocket shirt. Seven years ago I was carrying only ball pen, those which came by three in one packet. They were cheap usable pen which were available in all stationery shops. But it was you, Mr Robert Foo who suggested that a pen is an important tool when we are selling. Selling needs presentation and an effective presentation requires a good indicator or a marker to show. Never use our finger to highlight information. A pen is the most ideal tool to be the indicator when we explain to our clients. Never try to save cost by using cheap pen. To demonstrate your ability and success, a good agent would use an expensive pen. One that all eyes could recognise. After all a branded pen isn't going to cost by the thousands but is certainly going to carry a lot of weight. Just imagine, you are requesting the client to sign the dotted line and his life premium is by the thousands, and you let him hold your cheap ball pen which costs less than a dollar! Clients might loose confidence in you.

Lee was proud to show his pen of black, coated gold by the edge. I know is a very expensive one. His pen reflected his achievement and his powerful voice demonstrated his victory. I too was glad that I had good student who took my advices. Congratulation Lee!

Food for thought - "The act of putting pen to paper encourages pause for thought, this in turn makes us think more deeply about life, which helps us regain our equilibrium" - Norbet Platt quote.

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