*1. LEAD CALLS*
Don’t call someone more than twice continuously. If he does not respond, it simply means that he is doing something more important.
Let us understand that we are into Life Insurance business where competition is highest. PUNCTUALITY plays a very important role in image building which is essential ingredient of this business. If you have made a commitment to a prospect, honour it at any cost. For certain unavoidable reason if you are unable to honour the commitment, inform the prospect well in advance. Don't keep the prospect waiting.
PERSONALITY SPEAKS ABOUT THE STYLES WE DISPLAY, BUT CHARACTER IS THE SUBSTANCE WITHIN. IN THE LONG RUN SUBSTANCE WILL ALWAYS OUTLAST STYLE.
*4. CAUSING EMBARASSMENT*
Don’t ask questions which will embarass the prospect. Avoid questions which are personal in nature like his marital status, owning a house etc. "why are you not married? Why don’t you have your own house? etc. For god’s sake these are not your problems.
Success will elude you if your behaviour is erratic. Behavioural Science holds a very important function in your day-to-day interaction with clients. Give respect and gain respect.
Reciprocation is a very important factor in selling. Remember, a client is not obliged to you. Rather we are obliged to him for giving us an opportunity to serve him. So reciprocate your obligation to him by sending New Year and Festival greetings. Call him up and personally wish him on his birth day. Anniversary etc and through him wish his spouse and off-springs on their birthdays. Give small gifts during festivals. Such actions will go a long way in building a personal relationship with the client.
Never enter into political squabbling especially when you engage in political discussion. Respect different political opinions. Remember it is wiser to lose an argument and gain a friend rather than going the other way.
Never interrupt people talking. If you have a point, raise your finger and wait for your turn.
To be humorous while talking to clients enhances your stature so long as it doesn't hurt the feelings of the person to whom you are talking to. Be careful on this.
Thanking someone for his help does not make you small. Use it at every occasion.
Don't deprecate anyone in public. If you've to, do it in private. Applaud in public for the good work done by someone.
Never comment on someone's physique. Always say, *“You look fantastic.”*
Never encroach others' privacy by meddling their gadgets like mobile phone. You never know what’s stored within.
If a colleague tells you that he has a medical appointment, don’t ask further details. Just say "hope everything is fine". If he wishes, he will come on his own to detail it further.
*15. GIVE RESPECT TO GAIN RESPECT*
Maintain parity while dealing with people. Treat everyone equally, be he is in highest echeleon or lowest in cadre. Nobody is impressed at how rudely you can treat someone below you but people will notice if you treat them with respect.
If someone is in conversation with you, be attentive. Don’t be indifferent by tapping your phone. Understand that *if you want to be listened you should learn to be a good listener too.*
*17. FREE ADVICE*
Never give advice until you’re asked.
When meeting someone after a long time, unless he wants to talk about it, don’t ask him his age, income and present status.
Don’t be too inquisitive. Mind your own business unless anything involves you directly — just stay out of it.
*20. EYE CONTACT*
Take off your sunglasses if you are talking to anyone in the street. It is a sign of respect and more so eye contact is as important as your speech.
To know more about Valuable tips for Effective Selling, kindly contact Jayant Harde on 9373284136 or +91 7122282029. You can also visit our website: www.jayantharde.com