Senior seminars are the immense occasion to contact a lot of prospective buyers at 1 moment in time. Nonetheless, the close of the seminar is when selling truly begins. That is the occasion to create your one-on-one introductions and set up appointments for home visits. Now here are a few 'Do's to make your seminar more triumphant plus increase your likelihood of taking the next step toward making a sale:
Rehearse: If you are fresh in the seminar circuit, practice at home or in front of fellow agents first. A bathroom mirror is an excellent listener for an untested seminar leader!
Look professional: You will on no account seem to be too professional when talking in front of a group of Elderly. Even if their setting is not professional, they will offer your presentation added confidence if you seem like you are.
Prepare: Be certain that your gear plus supplies are ordered and in working order, no matter if you are using a Notebook Display, a PowerPoint presentation, or plain handouts. Also always own a Plan B just in case something goes wrong. Make sure slides and presentation materials are simple and straightforward to read. Stop thinking about slides with complex facts, huge tables, or complicated graphs. KISS will be formula for the day (Keep It Simple, Salesperson).
State objectives and goals: Ensure it is apparent that you're here to help out attendees achieve a better knowledge on the latest 2010 Medicare plans, to answer inquiries they possess, also to set up one-on-one meetings to provide them added description and personal individual attention.
Talk clearly at a comfortable pace: When you begin speaking, always ask if individuals in the back of the room can hear you clearly. Remember, some Seniors have hearing issues, and also you don't wish to lose someone's attention because they couldn't hear you.
Don't read anything verbatim: Know your material well enough that you can talk directly at your audience most of the time.
Don't make distracting gestures: Fidgeting with a pointer, rocking backwards and forwards, scratching your forehead, flicking imaginary lint off your sport coat, or jingling change or keys inside your pocket can be distracting.
Make eye contact: When you speak directly at someone, it can help to produce a feeling of trust and intimacy. But, be sure to visually target many different individuals in the course of the seminar.
Use humor sparingly: Humor has a place in almost every situation, but you want participants to remember the knowledge you presented, not the jokes you told.
Relax: Whether you're a novice or perhaps a veteran speaker, try to stay calm and relaxed during the presentation. If it helps, use the buddy system. Ask a fellow Sales agent to work with you. If you're male, ask a female, and vice versa. Presenting both a male as well as a female perspective may make your audience more receptive to what you offer.
Use only preapproved materials: Presenting material to Seniors is thought to be advertising, and, in most states, requires approval from the Company and the state's Department of Insurance. If the material you are about to use has not been preapproved, submit it early to the Compliance Department so it may be approved before use.
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