Recently we had the opportunity to interview Edi Schmid, who, over the last 30 years, has held several top management positions in the insurance industry.
This is one his observations about the challenges of selling insurance : “The biggest competitors are not other companies selling insurance, but people not buying insurance yet.”
What is your own experience with selling insurance?
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Of course, you need to know your products when you want to sell them, but first of all, you need to understand the person you want to sell these products to!
This might sound very obvious, but it actually isn’t. How many times have I seen beginner sales people pushing a potential client through a whole list of products and PowerPoint slides before even wondering what the client needs. Does it sound familiar? 😉
There are countless sales courses online, from cheap ones or even “free” ones on Youtube to very expensive ones. They all serve a purpose and probably give some very good tips, techniques and much more.
However, one of the key points to become a good sales person – as far as I’m concerned – is very simple and goes directly to your core values:
A good sales person must create trust. That’s it.
You must do everything you can to deserve your clients’ trust. So, in short: become a “trusted advisor” and you will have a beautiful and highly satisfying sales career!
Oh, and one last thing: selling is about solving people’s problem. Isn’t it a beautiful job? So, go and help people!
Are you missing out on sales because you get discouraged too fast ⁉️ Many clients raise up to 5 major objections or challenging questions before they buy, studies have shown*. ?
– The problem is that, by the time the client is finally ready to buy, about 91% of all unexperienced salespeople already gave up! ?
– That means it is the 9% of all salespeople that know how to handle client objections that are successful. *These studies were done with new, untrained salespeople. The goal was to analyze their first cold calls, to understand what training they need. People with training will obviously learn to preempt and handle objections and therefore close more deals. ?
1. What do those figures look like in your experience? 2. What do you and your team do to preempt and handle objections?
Many clients raise up to 5 major objections or challenging questions before they buy, studies have shown*. The problem is that, by the time the client is finally ready to buy, about 91% of all sales people already gave up! That means it is the 9% of all salespeople that know how to handle client objections that are successful.
This is an example from a call center doing many cold calls. What does it look like for you?
More to come in our next blog post…
*The number of objections or challenging questions that clients will raise obviously depends on the the product you are selling, the level to which you understood their needs and the relationship you have with the client.
If you want to know how to create great client relationships and handle objections, check out our Sales Academy!
I am happy to share exciting news with you: our team has successfully launched the latest version of our Sales Academy! ? It is a series of sales courses that empowers people to enjoy selling and do so effectively and ethically.
Thanks to our enthusiastic trainer, Christiane Moeschler, who shares her 18+ years of experience in sales for this exciting and innovative academy!
If you are in sales, you’ve probably learned the best practice and tips on how to be efficient and successful in the selling process.
But are you aware of the things not to do?
Despite all your best efforts, do you still sometimes fail at closing those deals?
Do you sometimes lack confidence or motivation? If that’s the case, then maybe you are doing one of the things listed below.
You speak more than you listen.
If you want to fail in selling, then be sure to speak as much as possible! Don’t ask any questions! Talk more than your prospects or clients. This way you are sure to push on them products that are not relevant and that they don’t need.
You focus on the features of your product, not the benefits.
Let’s imagine you are trying to sell a pen. It has the following features:
part of it is made of gold
it weighs 60 grams
it hast enough ink for 100 hours of writing
So, you list all the features. You are very factual and precise. But it doesn’t make your client dream about your product. Hence, he won’t buy it!
Instead, you could paint the following picture for your client:
Your client is enjoying a wonderful holiday, sitting at a beautiful desk in his summer house by the river, writing a best-seller or a love letter with this pen. Can you feel the energy shift? Yes, that’s right.
People don’t buy what they need, they buy what they want!
You abandon too soon.
Did you know that on average a client will raise 5 objections before he buys? But most salespeople abandon after 1 or 2 objections!
It’s not easy to feel comfortable when people express objections but, in the end, the prize goes to the most persistent one!
You have a negative attitude about your products, your company, or yourself.
What prevents most salespeople from being truly successful is their perception and attitude.
Have you ever felt that:
people you call find you annoying
it can be a drag to call your potential prospects
clients keep objecting to you (i.e., “I don’t have time to talk to you”, “I already have a provider”, “You are too expensive” …)
certain days are difficult because you are being rejected a lot
you don’t know your products or your clients well enough
Negative thoughts and lack of confidence are immediately reflected in your body language and tone of voice. Studies show that clients can pick on your lack of confidence and insecurity even on the phone without seeing you!
The result? No sale!
You don’t contact enough leads.
You may have heard the adage saying that selling was a “numbers’ game”. This means that you need to contact many leads to sell to a few. Out of 100 leads, you might only acquire 10 clients…
How many clients have you contacted yesterday? Last week? Last month? … if your answer is “Nearly none”, you are clearly on the right track to fail to sell your product!
On top of this, finding leads is not enough. You need to build a real relationship and trust, educate them about your services and your products. Your leads need to be organized in a sales funnel and “matured” to bring them to the decision to buy from you.
You want to finish what you’ve started!
How much time have you worked to prepare that smart, beautiful, and well-written PowerPoint presentation with 50 slides? Three, four hours, or probably more?!
Now that you finally have that meeting with the client, you deserve to be listened to and to go through the entire PowerPoint presentation you prepared!
Why would you waste all that amazing work just to adapt yourself and answer the clients’ questions? You could drift away from your slides! No way!
Selling is not easy. It demands a whole set of different skills.
Want to kick start your sales career or brush up on your existing knowledge? Would you like to have a comprehensive, yet short and effective methodology that will take you from A to Z of the selling process? Then check out our Sales Academy. We’ve got you covered!
Increase of Chinese tourists influx. Opportunities and threats for Swiss businesses.
The Chinese finally started to travel more outside of greater China than ever (51.2%)!
Switzerland enjoyed a 30% increase in Chinese visitors number in 2015.
While France, Italy and Spain see their numbers of Chinese visitors drop significantly (primarily because of terror attacks), other newer upcoming touristic destinations for Chinese people, like Norway and Croatia are becoming a fierce competitor for the Helvetic state.
The Chinese tourists will be the biggest spenders by 2025.
A 2016 article from CNBC revealed the results of the study, showing that the Chinese population will be a lucrative group to count amongst your clients, as they will represent about $255billion in 2025, as they slowly (or not so slowly) increase their standards of living, and counting for a staggering 1/8 of all international travels.
How to prepare for the influx of Chinese tourists?
The traditional and still beloved group traveling method will slowly give way to independent traveling plans from smaller groups of Chinese people. This also means less influence from the tour guides and travel organizations on them as to which store they should visit and which brand they should buy.
This more volatile population will then need to be catered for extremely well in order to get their business and loyalty. It will be a question of understanding their culture and also speaking the bit of their language, mostly Mandarin Chinese.
Some Swiss businesses are already in the starting blocks.
In 2016, Swiss businesses, like Confiserie Bachmann and the Ramada Hotels have already started to get ready for this influx of Chinese tourists by doing 2 things simultaneously. The first is hiring a Chinese speaking staff and the second, is organising introduction workshops of the Chinese language and culture for their other staff, mostly focusing on the host/guest relationship and oral communication in shops and hotels (http://belinguo.com/index.php/client-testimonials/hospitality).
If you are also thinking of preparing for this massive business opportunity and challenge, Belinguo is here to support you… at least on the language and culture aspects! For more information visit !
MARION GIODA, COO, BELINGUO
Hungry for more? Here are the interesting facts and figures about Chinese tourist economics: