By: Ata Khan Editor Beemakar
Fear in sales is not one-sided. Selling is a two-way process, just as you fear your client. Your client may be afraid of you. Yes, clients are scared too, more so than a salesman.
Dr. Donald Laird, a psychologist, and expert in business psychology, while analyzing the psychology of a buyer, says that fear is so high in a customer that he makes such a decision at the last moment of the purchase, which can shock you. His friendliness, cheerfulness, everything leaves at that time. And all this is due to the fear in the customer; his first fear is that he might lose his money if he makes this purchase. His second fear is what others think, will his wife, children, neighbors, and friends support the decision he has made? Will appreciate it. Another fear is that the product, policy, or plan, which you are praising so much, is really a good and viable plan with benefits. Another fear is the fear of the future, what will happen next. What will happen tomorrow, will the way things are going now, continue to be like this in the future, until you eliminate this fear, you will not be successful in sales. There will be, you have to get this fear out of yourself.
I saw a young man in my life, who was very handsome, well-dressed, and cheerful. He had the ability to overshadow others. People would be fascinated by it. But a failed salesman, on the contrary, I know a middle-aged female salesman, who always looks calm, smiling, with a smile like a housewife on her lips, I have never seen her fail in sales. . I asked this woman the secret of her success. He replied with a smile. Whenever I meet with a client, I always come across as kind. I always prefer a friendly, relaxed meeting. I treat him the same way as my younger son. And they never feel afraid to do any dealings, shopping with me. So they become my clients, very easily.
Why are clients afraid with salespeople
There could be a variety of reasons why clients might be afraid of salespeople. Some clients may feel intimidated by aggressive or pushy sales techniques, while others may be hesitant to make a purchase because they are worried about being scammed or ripped off. Additionally, some clients may simply be anxious about making a decision or may feel overwhelmed by the amount of information that is being presented to them. It is important for salespeople to be sensitive to these concerns and to be patient and understanding when working with clients who are feeling anxious or uncertain.
What steps we take in insurance sales when client afraid
When working with clients who are afraid in the insurance sales process, it is important to take the following steps:
Identify the cause of their fear: Is the client worried about being scammed or ripped off? Are they worried about making the wrong decision? Understanding the root cause of their fear can help you address their concerns more effectively.
Be empathetic: Let the client know that you understand their feelings and that you are there to help them find the right solution for their needs.
Provide information and education: If the client is worried about making the wrong decision, provide them with information and resources that can help them make an informed choice.
Be transparent: Be upfront and honest about the benefits and limitations of the insurance products you are selling. This can help build trust and reduce the client’s fear.
Take things slowly: If the client is feeling overwhelmed.
