Thursday, November 29, 2012

No discount please.....

Selling tips...

A lady agent of 18 years in the business asked me this question. A client had bought a plan with her and insisted to be given a discount from the sales. She doesn't want to give discount and also afraid to loose the customer at the same time. How lah???

I have been in the business for 30 years, and I kept to my principle that no discount would be given. Commission is our blood line or income to keep us in the career. Without the income from the sales generated, I won't think it's possible for me to stay in this challenging business for this long. 

I gave up my job thirty years ago to venture into this noble profession, selling life insurance. A career without basic salary and other benefits. I had to learn and relearned all about this industry to update my progress as I work along. There is no boss to dictate my path, while I control and manage my destiny. I have to be brave and courageous to face the unknown. I have to take constant rejections and objections from the unfriendly  prospects and yet to remain in this tough selling. For those who became my clients, I promised to remain faithful and loyal to them. I promised to serve rather than to be served. I promised to be there whenever I'm needed in any eventualities happened. From the thousand of clients we grew together, when I offer them the peace of mind and in return they rewarded me well financially. Today, all my sons had completed their decent overseas studies and I had a chance to have travelled round the world. Though I'm not rich as some of my wealthy clients, I am contented because I have a comfortable house to call as a successful home. All these are made possible because all my existing clients are willing to pay their premium in full and hadn't asked for discount. 

Conclusion: A weak agent might consider to give discount in order to clinch a desperate sale, while a successful agent offers sincerity and seriousness to the satisfied clients.

Food for thought - "For every sale you miss because you're too enthusiastic, you will miss a hundred because you're not enthusiastic enough" - Zig Ziglar quotes

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