Why are some of the most successful insurance agents unpleasantly pushy? You know who I’m talking about. These rotten eggs sell more insurance than 10 people. You can’t stand them and neither can anyone else, but your sales manager sees them as the ideal. They are the example thrown in your face when you tell your sales manager that you are not selling anything by making all those ridiculous cold calls.
As you know there are always two sides to every story and two versions of reality. The sales manager is as excited as a puppy getting his belly rubbed on this jerk because the jerk sells a lot of policies. Neither the sales manager nor the jerk cares about the trail of destruction the jerk leaves in his wake. Plus, the jerk really enjoys mistreating and misusing people. This bad behavior gives the jerk a sense of power.
Now for the other side or version of the jerk approach. The jerk sells a lot of policies because he has to sell a lot of policies to maintain his income stream. His repeat business and referrals are virtually non-existent. No one would refer the jerk off unless they hated the other person and even then most people can’t bring themselves to put the jerk on someone they know. Therefore, the only way to support a business is to continually sell new policies to new people.
The jerk is a workaholic and that’s a good thing because that’s the only way the jerk can keep things going. Since no one likes the jerk when the jerk gets a date he has to sell something which is exactly why he is so annoyingly pushy.
Okay, so what’s a decent person supposed to do? The good news is that you can be more successful than the jerk. You can do it with much less work than the jerk. Plus, you can do it without ever being ashamed of yourself.
The key to your success is selling without rejection. You simply eliminate those words, actions, and behaviors that generate resistance, defense, and rejection. Instead of insisting on a “yes,” strive for understanding and then guide the thought process. As Benjamin Franklin once said, everyone thinks their own ideas are great ideas. You’re just helping your future clients discover their own great ideas.