Sales Training
6/5/2017
Sales Training Ken Smith
This is Different for me! My usual audience is sales people
1
6/5/2017
A Question
How many feel as though they understand sales people?
I came to shocking revelation
2
6/5/2017
Here’s the revelation
Good underwriters are not that different from good sales people. It takes some of the same qualities to be successful at both.
Don’t write down anything I say!
3
6/5/2017
People only remember 10% of what said after 10 minutes. That’s too much
I want to pull out some thoughts that are lying dormant.
4
6/5/2017
What’s the difference between plagiarism and research?
Life is too short to learn what you need on your own?
5
6/5/2017
“Only a fool learns from his experience.
The wise man learns from the experience of others.” ‐Ben Feldman
6
6/5/2017
Success principles are like laws of nature‐ principles work 100% of the time
Principles of success (and sales) have been with us for thousands of years and haven’t changed.
7
6/5/2017
What happens to Underwriters who don’t use principles?
The principles are simple. Success is about mastering the principles.
8
6/5/2017
If you do what you’ve always done; You’ll get what you have always gotten. Tony Robbins
Selling (Underwriting) is 80% mental and emotional and 20% technical and physical. Brian Tracy
9
6/5/2017
Share Several Principles You draw your own conclusion
Principle #1 ‐ Enthusiasm
10
6/5/2017
Frank Bettger
Fired from the baseball team.
Enthusiasm Benefits: • Overcame fear • Affected other players – they became enthusiastic • Felt better after the game
11
6/5/2017
Bettger was failing as salesperson
Enthusiasm William James made great discovery. Feelings follow actions. If you want to be a certain way, all you have to do is act that way.
12
6/5/2017
Enthusiasm
What happens to your prospect when you are enthusiastic?
Two guys are in a guard house
13
6/5/2017
Principle #2 ‐ Attitude
ATTITUDE
Sales are contingent upon attitude of the salesperson – not the prospect. W. Clement Stone
14
6/5/2017
Attitude
1. New Policy with Commercial Causality 2. New Agent ‐ Leads
ATTITUDE
Steps you can take to have a good Attitude. 1) Be happy and smile
15
6/5/2017
ATTITUDE
2) Find people who win. Find people who succeed and listen to them.
ATTITUDE
3) Be careful what you allow into your brain.
16
6/5/2017
Your brain is like a computer… Good stuff in, good stuff out. Bad stuff in, bad stuff out.
ATTITUDE
Turn off TV
17
6/5/2017
ATTITUDE
Don’t watch local News
ATTITUDE Here’s the local News Who got shot. Who got beat up in a parking lot. There was a fire.
18
6/5/2017
ATTITUDE
Weather Winter you will freeze your ass off Summer you will sweat your ass off
ATTITUDE
Traffic Report The roads are full of cars
19
6/5/2017
Enthusiasm and Attitude
What is your take away from this section?
What was Principle form of transportation in the 1930s?
20
6/5/2017
What happened to the railroads by 1970s?
The problem was they thought they were in the Railroad Business
21
6/5/2017
Principle #3 Stop Selling Insurance or start solving problems
Last Year there were 20 million ½ inch drill bits sold…
..but how many people wanted to buy drill bits?
22
6/5/2017
What is the prospect’s or broker’s problem?
STOP SELLING INSURANCE
You can forget everything else in selling and underwriting – If you remember one thing
We Solve Problems!
23
6/5/2017
Stop Selling Insurance What does the prospect do when you only focus on product?
If I am buying an air conditioner,
I don’t care about the details of how it works, all I care about is that it will keep me cool on hot days.
24
6/5/2017
What does a good salesperson and a good lawyer have in common?
People hate to be sold, but they love to buy. What’s the secret?
25
6/5/2017
Socrates
Secret to Sales ‐‐ Questions Sales – finding out the other person’s wants and helping them get it.
26
6/5/2017
Questions 1) Let the other person know what you are thinking 2) Compliment to prospect by asking his/her opinion
Did you know Lawyers need to be buried 20 feet below ground?
27
6/5/2017
Because down deep they are really nice people.
Principle #6 Repetition
28
6/5/2017
Changing Culture or Yourself • Repetition
REPETITION
Sales people hate repetition.
29
6/5/2017
REPETITION
Repetition leads to mastery
REPETITION Have you ever tried something once? It didn't work you quit.
30
6/5/2017
REPETITION
REPETITION Listen to song 1x – Remember a few words 5x – Remember words with music 10x – Remember words without music
31
6/5/2017
My Secret
Ken Smith Connect with me on LinkedIn www.linkedin.com/pub/ken‐smith/5/778/821
Follow me on Twitter @kensmithCI
32
6/5/2017
Ken Smith Contact info: • WWW.kensmithsales.com • [email protected] • 402‐730‐7394
A Lesson from Rocky
33
Sales Training Ken Smith
This is Different for me! My usual audience is sales people
1
6/5/2017
A Question
How many feel as though they understand sales people?
I came to shocking revelation
2
6/5/2017
Here’s the revelation
Good underwriters are not that different from good sales people. It takes some of the same qualities to be successful at both.
Don’t write down anything I say!
3
6/5/2017
People only remember 10% of what said after 10 minutes. That’s too much
I want to pull out some thoughts that are lying dormant.
4
6/5/2017
What’s the difference between plagiarism and research?
Life is too short to learn what you need on your own?
5
6/5/2017
“Only a fool learns from his experience.
The wise man learns from the experience of others.” ‐Ben Feldman
6
6/5/2017
Success principles are like laws of nature‐ principles work 100% of the time
Principles of success (and sales) have been with us for thousands of years and haven’t changed.
7
6/5/2017
What happens to Underwriters who don’t use principles?
The principles are simple. Success is about mastering the principles.
8
6/5/2017
If you do what you’ve always done; You’ll get what you have always gotten. Tony Robbins
Selling (Underwriting) is 80% mental and emotional and 20% technical and physical. Brian Tracy
9
6/5/2017
Share Several Principles You draw your own conclusion
Principle #1 ‐ Enthusiasm
10
6/5/2017
Frank Bettger
Fired from the baseball team.
Enthusiasm Benefits: • Overcame fear • Affected other players – they became enthusiastic • Felt better after the game
11
6/5/2017
Bettger was failing as salesperson
Enthusiasm William James made great discovery. Feelings follow actions. If you want to be a certain way, all you have to do is act that way.
12
6/5/2017
Enthusiasm
What happens to your prospect when you are enthusiastic?
Two guys are in a guard house
13
6/5/2017
Principle #2 ‐ Attitude
ATTITUDE
Sales are contingent upon attitude of the salesperson – not the prospect. W. Clement Stone
14
6/5/2017
Attitude
1. New Policy with Commercial Causality 2. New Agent ‐ Leads
ATTITUDE
Steps you can take to have a good Attitude. 1) Be happy and smile
15
6/5/2017
ATTITUDE
2) Find people who win. Find people who succeed and listen to them.
ATTITUDE
3) Be careful what you allow into your brain.
16
6/5/2017
Your brain is like a computer… Good stuff in, good stuff out. Bad stuff in, bad stuff out.
ATTITUDE
Turn off TV
17
6/5/2017
ATTITUDE
Don’t watch local News
ATTITUDE Here’s the local News Who got shot. Who got beat up in a parking lot. There was a fire.
18
6/5/2017
ATTITUDE
Weather Winter you will freeze your ass off Summer you will sweat your ass off
ATTITUDE
Traffic Report The roads are full of cars
19
6/5/2017
Enthusiasm and Attitude
What is your take away from this section?
What was Principle form of transportation in the 1930s?
20
6/5/2017
What happened to the railroads by 1970s?
The problem was they thought they were in the Railroad Business
21
6/5/2017
Principle #3 Stop Selling Insurance or start solving problems
Last Year there were 20 million ½ inch drill bits sold…
..but how many people wanted to buy drill bits?
22
6/5/2017
What is the prospect’s or broker’s problem?
STOP SELLING INSURANCE
You can forget everything else in selling and underwriting – If you remember one thing
We Solve Problems!
23
6/5/2017
Stop Selling Insurance What does the prospect do when you only focus on product?
If I am buying an air conditioner,
I don’t care about the details of how it works, all I care about is that it will keep me cool on hot days.
24
6/5/2017
What does a good salesperson and a good lawyer have in common?
People hate to be sold, but they love to buy. What’s the secret?
25
6/5/2017
Socrates
Secret to Sales ‐‐ Questions Sales – finding out the other person’s wants and helping them get it.
26
6/5/2017
Questions 1) Let the other person know what you are thinking 2) Compliment to prospect by asking his/her opinion
Did you know Lawyers need to be buried 20 feet below ground?
27
6/5/2017
Because down deep they are really nice people.
Principle #6 Repetition
28
6/5/2017
Changing Culture or Yourself • Repetition
REPETITION
Sales people hate repetition.
29
6/5/2017
REPETITION
Repetition leads to mastery
REPETITION Have you ever tried something once? It didn't work you quit.
30
6/5/2017
REPETITION
REPETITION Listen to song 1x – Remember a few words 5x – Remember words with music 10x – Remember words without music
31
6/5/2017
My Secret
Ken Smith Connect with me on LinkedIn www.linkedin.com/pub/ken‐smith/5/778/821
Follow me on Twitter @kensmithCI
32
6/5/2017
Ken Smith Contact info: • WWW.kensmithsales.com • [email protected] • 402‐730‐7394
A Lesson from Rocky
33
