1. D I F F E R E N T A P P R O A C H E S T O
T A K E
2. THERE ARE 4 DISTINCT TYPES OF SALES PEOPLE
Instant Buddy The GuruThe consultant Hard Seller
3. The “Instant Buddy”
The instant buddy is an approach that is
taken by some sales people to invoke trust
in customers. Typically the sales person
will ask questions about the persons
interests or business in order to create
positive rapport and trust. When the
customers see that the sales person is
interested, the customer understands that
the sales person is genuinely trying to help.
4. The “Guru”
The Guru is less emotional and has a more
logical approach to selling a product. The
Guru presents themselves as a problem
solver and makes customers realize that
they are a great resource. Where the Guru
may lack a bubbly personality, they excel in
product knowledge and solutions.
5. The “The Consultant”
The Consultant is a blend between the
“Instant Buddy and the Guru”. The
Consultant is knowledgeable and friendly.
The Consultant emotionally connects while
problem solving and always has the best
interest in mind.
6. The “Hard Seller”
The Hard Seller will use scare tactics and
pressure customers to buy. The customers
best interest is not as high of a priority as
the sale person’s own wallet. The hard
seller will do or say whatever they need to
in order to achieve the sale. These types of
sales men give other sales folks a bad
name.
7.
8. HOW TO SELL ANY PRODUCT
#1- Know the Product
Knowing your product helps you to know what is the best fit for the customer’s needs. It also helps
identify benefits for customers while you appear professional and confident.
#2-Honor Customers
Put yourself in a respectful and helpful mindset. ( Image you are meeting a customer over coffee)
This will in turn create a positive word of mouth and you will be trustworthy in the eyes of the
customer.
#3-Be Truthful
Being straight forward with the Caller breaks down the “selfish salesperson” stereotype. Being truthful
means you gain their trust.
#4-Be Likeable
Success comes down to personality. If the customer doesn’t fancy the sales person they are less
likely to buy. If they are comfortable with the sales person, they will be more likely.
9. HOW TO SELL ANY PRODUCT
#5- Never Stop Growing
Stay on top of company and guide line changes. Always keep up on continuing education. Don’t give
the same pitch, customize your calls to each caller.
10.
11. SUGGESTED SCRIPTING FOR ASKING FOR THE SALE
• I can start a policy for you right away and get id cards sent over to you.
• It sounds like we can save you some money, do you want to get this going today?
• You mentioned you didn’t have any insurance right now, I can get this policy going and email
you proof of insurance as well.
• Let’s get this going for you today, I can also get you a certificate of insurance as well!
• Did you want to pull the trigger on this ( optional verbiage) ?
