Your primary purpose in selling long-term care insurance must be to create a relationship rather than close a sale.
You must view the customer as someone you care deeply about and recognize each customer as special.
As you admire your client’s home, pictures and lifetime possessions, you must empathize and really want to know about their life.
They will not be fooled by false displays of interest and will test you during the interview. Be sure your interest is sincere and your focus is truly on them.
A selling personality is extremely important to sales success. Here are some of the characteristics of superior sales people:
- High-level of self-confidence and self-esteem
- Accept full responsibility for results
- Above average ambition and desire to sell
- High levels of empathy
- Intensely goal oriented
- Above average willpower
- Determination and willingness to work hard
- Belief in his or her capabilities, company and product
- Absolutely honest
- Ability to turn strangers into friends
How do you rate on the characteristics of superior salespeople?
Is your interest in creating a relationship with your client sincere?
How do you demonstrate these behaviors in your everyday activities?
Selling Personality Assessment
| CATEGORY |
SCORE (circle) |
TOTAL |
| Self-confidence/self-esteem |
1 2 3 4 5 6 7 8 9 10 |
|
| Responsibility for results |
1 2 3 4 5 6 7 8 9 10 |
|
| Ambition/desire to sell |
1 2 3 4 5 6 7 8 9 10 |
|
| Level of empathy |
1 2 3 4 5 6 7 8 9 10 |
|
| Goal orientation |
1 2 3 4 5 6 7 8 9 10 |
|
| Willpower |
1 2 3 4 5 6 7 8 9 10 |
|
| Determination |
1 2 3 4 5 6 7 8 9 10 |
|
| Belief |
1 2 3 4 5 6 7 8 9 10 |
|
| Honesty |
1 2 3 4 5 6 7 8 9 10 |
|
| Pleasing Personality |
1 2 3 4 5 6 7 8 9 10 |
|
| TOTAL |
Scoring
80 or above You have the essential characteristics for success in sales
65 to 79 You have work to do to improve your chances for success
50 to 64 It’s time to commit to improving your weak areas
49 or below It may be time for a career change