Selling: laidback style
November 1st 2007 11:35
These days you can get term life insurance quotes on line. But I was once sold life insurance by a man who could sell it just by sitting in his chair chatting to you. He was the most laidback insurance salesman I’ve ever met or seen.
The usual stereotype is of a person who’s rather frantic to beat you into a corner, or who’s full of garbage and doesn’t give a damn about his customer. But this guy was getting on in years and had been the company’s most successful salesman for decades. I really don’t know how he did it. Whether it was a natural talent or whether he had learned something early on that worked for him is now an unanswerable question. The point is that it made him successful and made all those other hardworking insurance salesmen look like frantic ants in their search for a bit of food.
The usual stereotype is of a person who’s rather frantic to beat you into a corner, or who’s full of garbage and doesn’t give a damn about his customer. But this guy was getting on in years and had been the company’s most successful salesman for decades. I really don’t know how he did it. Whether it was a natural talent or whether he had learned something early on that worked for him is now an unanswerable question. The point is that it made him successful and made all those other hardworking insurance salesmen look like frantic ants in their search for a bit of food.
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