One of the most important skills a new insurance agent or new salesperson must learn is good communication skills. A successful insurance agent must be a good listener and learn to read body language. If you communicate effectively, the client will always tell you or show you their hot buttons. Without good listening and communication skills most people buy from someone else.
The quickest and easiest skill to learn is the art of mirroring and matching. This is one of the key skills in neuro linguistics programming or NLP. Some call this Jedi mind tricks. You’ll need to learn that from Master Yoda. Obviously, just by the name there is a lot involved with learning the skill. But, mastering mirroring and matching is a huge first step to being effective in the sales process.
Pay close attention to how the prospect is communicating. Are they speaking loud and fast, using their hands to gesture? Or are they speaking softly and slowly, carefully keeping their space between you open? When someone communicates to you in their modality, what they are saying is, this is how I like to be communicated to.
I personally loved Billy Mays. I thought he was one of the greatest pitchmen to every live. However, a lot of people turned the channel the second his commercial came on. Why? A person like me, who is loud, talks fast and uses my hands, relates to him instantly. However, if a person is very laid back, slow speaking and calm demeanor, Billy blows them out of the room. We are absolutely no different in person. If you blow someone out of the room, it really doesn’t matter what you are selling, they do not hear anything you say. Conversely, if you are laid back and they are high energy, they will be asleep before you finish your presentation.
Use mirroring and matching from the first introduction. People do business with people they like, period! Notice their tone of voice, how they interact with you, personal space, sense of humor, intensity, etc. Giving that back to them and staying within yourself and your presentation is by far the most effective skill an agent or salesperson can possess.
Some words to live by, “people don’t care how much you know, until they know how much you care.”–Zig Ziglar
Image by www.guidedbyyoda.com
Tim Wilhoit is owner/principal of Your Friend 4 Life Insurance Agency in Nashville, TN. He is a family man, father of 3, entrepreneur, insurance agent, life insurance broker, salesman, sales trainer, recruiter, public speaker, blogger and team leader with over 25 years of experience in sales and marketing in the insurance and beverage industries.