Good points. It seems that younger sales people don’t follow any of the tried and true methods of selling, then they get mad because the customer doesn’t feel comfortable and places business elsewhere. Listening to the customer is probably the best thing to do before trying to design coverage for them and then pointing out how the coverage solves their problem will help close the sale.
Agent – do you ever read an article and not immediately think to rant against younger individuals in the industry? The article was fantastic with many valid points… NONE of which had anything to do with age.
You make some valid comments on the IJ comment section from time to time, but at some point need to realize that you’re discrediting yourself from the community when you have a running theme of ageism in your posts.
I don’t think it’s fair to point out “younger” salespeople but it is fair to point out modern salespeople and salespeople in a franchise model. It’s been a race to the bottom for at least the last 5 or 6 years. It’s my belief that it will eventually swing the other way. I’m already noticing younger buyers eager to deal with an agent (albeit on their terms) as opposed to strictly technology.
Mr. Solvent, as someone who has been in this business longer than some young people have been alive, I have found that honesty and reputation goes a long way and absolutely no high pressure or you won’t succeed.
My personal favorite:
Service team: “hey look at this great article for better sales people.”
Salesman: “My job is to get leads, all this is your job.”
Service team: “But these are YOUR customers. I attend to their needs but but I’m not a salesman.”
Management: “Don’t aggravate the salesman, just do whatever he/she wants.”
Service Team: “But don’t you think the Salesman is better suited selling and the service team is better for service.”
Management: “Don’t be a smart a$$. We pay your salary, they bring in the business, do what we tell you and be grateful for the opportunity.”
Service Team: “Some clients may buy or stay because of me, but some will leave no matter what I do because the salesman wasn’t maintaining the relationship or delivering on his promises.”
Management/Salesman: “That better not happen or you’re fired because you clearly did something wrong.”
Service Team: “Oy Vey.”
Gone are the days a salesman can get info on a restaurant napkin, bring it in and have the service team put the account together. Detailed apps are required and consultation with the support team on the risk, where to go to place it and then input direct to the carrier which will often have a supplemental app to fill out, negotiating with a geek underwriter who doesn’t understand it if it doesn’t fit their little box/appetite guide.
Good points. It seems that younger sales people don’t follow any of the tried and true methods of selling, then they get mad because the customer doesn’t feel comfortable and places business elsewhere. Listening to the customer is probably the best thing to do before trying to design coverage for them and then pointing out how the coverage solves their problem will help close the sale.
Agent – do you ever read an article and not immediately think to rant against younger individuals in the industry? The article was fantastic with many valid points… NONE of which had anything to do with age.
You make some valid comments on the IJ comment section from time to time, but at some point need to realize that you’re discrediting yourself from the community when you have a running theme of ageism in your posts.
I don’t think it’s fair to point out “younger” salespeople but it is fair to point out modern salespeople and salespeople in a franchise model. It’s been a race to the bottom for at least the last 5 or 6 years. It’s my belief that it will eventually swing the other way. I’m already noticing younger buyers eager to deal with an agent (albeit on their terms) as opposed to strictly technology.
Mr. Solvent, as someone who has been in this business longer than some young people have been alive, I have found that honesty and reputation goes a long way and absolutely no high pressure or you won’t succeed.
My personal favorite:
Service team: “hey look at this great article for better sales people.”
Salesman: “My job is to get leads, all this is your job.”
Service team: “But these are YOUR customers. I attend to their needs but but I’m not a salesman.”
Management: “Don’t aggravate the salesman, just do whatever he/she wants.”
Service Team: “But don’t you think the Salesman is better suited selling and the service team is better for service.”
Management: “Don’t be a smart a$$. We pay your salary, they bring in the business, do what we tell you and be grateful for the opportunity.”
Service Team: “Some clients may buy or stay because of me, but some will leave no matter what I do because the salesman wasn’t maintaining the relationship or delivering on his promises.”
Management/Salesman: “That better not happen or you’re fired because you clearly did something wrong.”
Service Team: “Oy Vey.”
Gone are the days a salesman can get info on a restaurant napkin, bring it in and have the service team put the account together. Detailed apps are required and consultation with the support team on the risk, where to go to place it and then input direct to the carrier which will often have a supplemental app to fill out, negotiating with a geek underwriter who doesn’t understand it if it doesn’t fit their little box/appetite guide.