“7 Ways How
You Can Become a
Top Annuity
Producer"
Becoming a top annuity sales pro isn’t
hard. It’s simply a matter of learning self marketing
skills. Top salespeople aren’t the boss’s best friend. They
simply follow a set of skills that any sales person who is
motivated to become a top producer can learn and implement.
People who call your 800 number requesting a
free report don’t expect any selling. The big difference
between cold calling leads, and people who call you first,
is that the people who call you first are highly qualified
and very likely to buy your products and services. In other
words, not to be sold, but to buy!
When you try to sale them something, they are
taken by surprise, caught off-guard, and, quite simply, are
put off by it.
When you have a prospect that trusts you and
sees that you’re honest and free with your advice, they
will buy from you. You aren’t working against them. You work
with them. You simply address their needs and fill it.
Price will not be an objection, price is not the issue.
According to Frank J. Rumbauskas Jr. in his
book “Selling Sucks” he states top sales pros don’t sell.
Sales superstars don’t have to, because they are masters of
attracting prospects who are ready and willing to buy. They
simply allow the sale to take place. A top sales pro is like
the conductor leading the orchestra, rather than one of the
players physically engaged in the playing of music.
Top sales pros put the pieces in place, than
gently lead everything in the direction they want it to go.
And that means attracting prospects that are ready to buy,
then inducing them to go ahead and do it. No cold calls.
No initial benefit statements. No being pushy. No Ben
Franklin Yes/No close, No making enemies. No ethically
questionable closing tactic. Just a sale!
By following the above approach you become an
order taker. You do want to become an order taker for your
products and services, don’t you?
Let me repeat, an unfortunate myth that great
sales people are born, not made. That’s simply not true.
Top salespeople are made, through knowledge, and by learning
to acquire the skill set of a top salesperson.
In order for you to become an unstoppable
sales machine you just need some practical knowledge – the
skill set by the masters.
Here’s a short list of concepts you can use
to help start you on the road to becoming a top sales pro.
Part of this list is from the book “Sales Sucks.”
-
Build a foundation.
You need to learn to think like your prospect, learning
to persuade rather than manipulate.
Provide
service to others whether you get paid or not. Don’t
worry that this prospect is qualified prospect to buy
your services. Just help them out by being a trusted
family advisor. It’s called your inner game –
your internal knowledge and confidence that will build a
foundation for all of your tactics and techniques, your
outer game to work effectively.
-
Giving value first.
This is something you can begin doing immediately to
reap its rewards. Think about how you can provide value
to prospects and customers, even if it’s as simple as
spending extra time addressing their questions and
concerns of someone who is unlikely to ever buy. Start
today.
-
Publishing articles outline.
it make sense to establish yourself as a recognized
expert and to create proof of that status before
implementing other strategies, because the effectiveness
of those other strategies is greatly multiplied by
having those credentials to begin with. Writing and
publishing one or more articles online comes at the head
of the list of ways to become a recognized expert,
because they’re free and they’re something that you can
do right now without any resources other than your own
time and knowledge. If you have our “Annuity Pro Lead
Capture Web Page” we have a special software package
that you can use to submit your articles to dozens of
online free article directories. One of my favors is
www.ezinearticles.com
. In addition, I have found that Google and Yahoo search
post these articles almost daily. Many of my articles
have landed on the first page of Google within a week.
A little secret here is make sure you write your
financial article with using your state or city in your
headline and mention both several times in the content
of your article. Have a local flavor in your writing.
Before long any prospect in your region who types in
“annuity quotes, financial advisors, retirement
planning” your site will be there for information.
Here's more strategies you can use...
4.
Issuing press releases. Next, it makes sense to
issue one or more press releases, and to save and print
them once they’re issued, along with the news items in
Yahoo! What you’re trying to do is make people in your
community understand that you’re a trusted and honest
advisor.
5.
Getting media coverage and free publicity. This
comes next in logical order because your chances of
accomplishing this one are much, much better when you
have on hand published articles, and press releases that
you can create your own media kit. You should also
consider writing a weekly financial article for your
local newspaper. Make it two columns by 4 inches and
have your picture and catchy headline at the top of the
article. Put your website and phone number at the
bottom. You may have to pay for this article until the
newspaper recognizes you as an expert.
6.
Having your own personal website comes at this point
in the timeline because you can now include links to
your published articles, press releases, and other media
coverage you get, right on your site. You can also
include these expert credentials in your personal bio on
your site. If you need a lead capture website you can
sign up for a trial at
http://www.PmrSystem.com
7.
Personalized client newsletters. We have found by
having a monthly client newsletter you can send to your
current clients, prospects and a quality list of either
IRA or CD holders that this will help build your
business. I’m a strong believer in staying in touch with
your clients and prospects via newsletters and
postcards.
On
Here is some
additional tips for being a top sales pro. Most top sales
pros tend to have an aura of mystery about them. They don’t
socialize much with other sales people in the office. They
come to work and leave when their work is done. They don’t
go out to lunch with the group.
Top sales
pros implement. That’s why they’re top sales pros. They
don’t waste time, and they don’t procrastinate. They don’t
put off until tomorrow, they do it – right now.
Remember,
money follows action. Without action, you won’t make any
more money than you are today.
In summary,
the above concepts are designed to help you deliver value to
prospects – and add value to your own name. Being a
recognized expert creates value. Working with prospects to
develop win-win solutions create value. Being powerful and
leading prospects to that win-win solution creates value.
Having a website and client newsletter builds value.
Top sales
people deliver value, and that’s why they never need to use
high pressure closing tactics on prospects. Salespeople who
deliver value through honesty and integrity never need to
close sales.
That’s
because people want to buy from them.
I highly
recommend you buy Frank Rumbauskas Jr. book on “Sales
Sucks.” You can buy it at Amazon and you should buy several
other sales and marketing books to help increase you
knowledge of this business.
If you don't want
to create a newsletter every
month yourself, I encourage you to
visit
http://www.pmrsystem.com
This is one
effective marketing campaigns
that you get every month when
you subscribe to our "Annuity
Pro Lead Capture Web Page and
Client Newsletter. It's totally
done for you. Drop your contact
information in the newsletter
every month and mail them out.
You'll be amazed at how
simple...and...more important,
how effective this one
marketing
strategy is to spur your clients
into "referral mode"..
Dedicated to your
marketing success and highest
response,
Russ
J. Jones
If you need some additional
marketing ideas and strategies
for 2008 give me a call at
435-563-4749 and let me help you
with a game plan. Check out our
For more
information on our website and
client newsletter go take a test
drive over at
http://www.PmrSystem.com
