If your sales aren't hot you may be frustrated and confused. You know the sales and marketing systems you're using are working for others, but they aren't working for you. How or why can that be? Because you're reading this article I'm pretty confident that you have at least some experience and knowledge with eating. And that's why I think you'll be able to relate to the examples I'm going to use to convey my point even if you've never personally eaten chili. In case you don't know what chili is, it's a hot spicy soup.
Two people can follow the same recipe using the same ingredients and the same tools yet one chili often tastes better. The soup made by each person should taste exactly the same, so why don't they? With the same recipe, the same ingredients, and the same tools to cook with the difference has to be in the technique of the different cooks.
When you try to follow a sales or marketing system provided by someone else the same thing is true. Even though you have the exact same systems when you use these systems you don't get the same results. The reason this is true is because there are subtle differences in your application of these systems and you aren't even aware of those differences. These differences exist for scientific reasons. You're born with natural behaviors and motivators. That means that you don't see things, think about things, or respond to things the exact same way as the person or persons who created the systems your trying to follow.
Neither you or the system is wrong. You just need to make adaptations in how you apply those systems so they better fit you. And when you do the application of those systems becomes more comfortable for you, and you have greater success.
Looking at it from another angle, have you ever been to a chili cook off? Conceptually every entrant is cooking the same thing, chili. Yet everyone has their own unique interpretation of the same dish. Ultimately one entrant's version of the soup is selected as the winner. There is a direct analogy to your insurance sales success.
To your customers you look like just another chili cook off entrant. The problem with your cook off recipe is that it looks like, smells like, and tastes like most of the other cook off entrant's chili. The winner is the agent who knows how to present a chili recipe that stands out among all the other chili entries. And that happens for you when you're able to create a core marketing message and unique market position that attracts the interest and attention of the right people.
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About the author: Cheryl Clausen can help you get where you want to be. Do your Sales Skills match up. What could you do if you just had more time? Enhance your Time Management Skills, check this out.
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