The ugly truth about aggressive insurance salesmen
Why are some of the most successful insurance agents obnoxiously pushy? You know who I’m talking about. These rotten eggs sure sell more than 10 people. You can’t stand them or anyone else, but your sales manager presents them as the ideal. They are the example thrown in his face when he tells his sales manager that he is 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 by this idiot because the idiot sells so many policies. Neither the sales manager nor the idiot cares about the trail of destruction the idiot leaves behind. Also, the jerk actually enjoys mistreating and mistreating people. This misbehavior gives the asshole a sense of power.
Now for the other side or version of the idiots approach. The idiot sells many policies because he has to sell many policies to maintain his income stream. Her repeat business and referrals from him are virtually non-existent. No one would refer to the jerk unless he hated the other person and even then most people don’t dare make the jerk sick of anyone they meet. Therefore, the only way to sustain a business is to constantly sell new policies to new people.
The jerk is a workaholic and that’s a good thing because it’s the only way the jerk can keep things going. Because nobody likes the jerk when the jerk gets a date he has to sell something and that’s exactly why he’s so obnoxiously pushy.
Okay, so what’s a decent human being supposed to do? Well, 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 feeling ashamed of yourself.
The key to your success is selling without rejection. Simply eliminate those words, actions, and behaviors that cause resistance, defensiveness, and rejection. Rather than press for a “yes,” he strives to understand and then guide the thought process. As Benjamin Franklin once said, everyone thinks their own ideas are great ideas. It simply helps your future clients discover their own great ideas.
