Wednesday, January 30, 2013

Selling needs plenty of Enthusiasm....

Selling tips...

Steph has been selling life insurance for almost 10 years. Prior to taking up this career, she was a Private Secretary working in a large corporation. Seeing many of her friends doing well in insurance, she jumped over to the selling world without hesitation. For the first four years in the business, she was doing well, qualifying several incentive trips given by the company. The desire to earn money and other awards, drove her to work extremely hard then. From the fifth year onwards, things started to change. She could not sustained and maintained the constant aggressiveness in achieving her targets. Her income is dropping and she has to live on her saving. Over a chat with me, she sounded her fear with me over her career now. She is wondering whether she should continue selling, or to look for another job instead.

This was what I told her... In any selling, the first few years could be an easy stage of work. Money is the prime mover, and with so many friends around to see, you literally need not look for new prospects to sell. Approaching and selling to friends are different from meeting total strangers. Selling to friends is a joy, while meeting strangers you need guts and courage. Not only this, you need to enjoy meeting people all the time and at the same time love to talk endlessly. Steph doesn't like to meet people, except closing cases. Steph doesn't like to talk, except chatting with old friends. She is failing on her career because she has lost the drive to meet people, and more so she doesn't know how to create an excitement conversation, other than talking about her products. 

Conclusion... Unless Steph could enjoy and have fun out of selling, the career of selling life insurance in a long term is definitely not possible. 

Food for thought - "Enthusiasm is one of the most powerful engines of success. When you do a thing, do it with all your might. Put your whole soul into it. Stamp it with your own personality. Be active, be energetic and faithful, and you will accomplish your object. Nothing great was ever achieved without enthusiasm.” – Ralph Waldo Emerson, American Philosopher

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