The psychology of sales is fascinating. And lucrative — when you understand it. For instance, in “The Brain Audit” Sean D’Souza writes that if you leave any questions about your product or service unanswered in the buyer’s mind, even if the buyer has never articulated those questions to themselves, you won’t make the sale. You […]
6 principles of insurance sales persuasion you must know: Part 1 of 2
What’s your favorite insurance selling “tactic”? Referrals, social media, seminars, emails, direct mail, print newsletters, networking, cold calls, paid leads, door hangers, MLM? Great. But what are the strategies, the principles — what is the psychology of persuasion that makes those tactics work? “Tactics without strategy [principles] is the noise before defeat,” said Sun Tzu […]
The “Crazy Ex-girlfriend” School of Selling Insurance
Have you ever watched “Crazy Ex-Girlfriend?” My wife loves the show. It’s about a super-achiever lawyer name Rebecca Bunch who graduated from Harvard and Yale. Right after she’s offered a partnership at her law firm, she runs into Josh, a boyfriend she had a crush on at summer camp ten years ago. She’s so stressed […]
Do your clients grok insurance?
A while back I read a post on a blog called ACASignups.net about “how most Americans don’t grok the diff between INDIVIDUAL and GROUP markets.” There really is a blog dedicated to “Tracking Enrollments for the Affordable Care Act.” Its days are probably numbered. Nevertheless, I thought the author’s choice of the word “grok” when […]
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