Written By Jeffrey Gitomer
What do great salespeople do that’s different from mediocre ones? Good question. Zillions of answers so I decided to ask a very successful salesperson that very question.
Andy Jacobson, regional vice president for Guarantee Life Insurance Company, sells employee benefits (things like disability, life and dental insurance for employees given to them as a benefit by their employers). Jacobson’s customers are insurance brokers.
Insurance, in any form, is arguably America’s toughest sale. I mean who wants to spend an
evening with an insurance salesman unless you’re married to one and even then it’s probably only half the time.
But Jacobson is a different kind of insurance salesman. When you meet him, you like him right away. He’s relaxed and self-assured but beyond that he is genuine, and straight forward with that intangible sales factor of charisma.
“‘Andy, how did you do it?’ That’s the biggest question I get asked about how I have become the number one salesman for my company.”
“Over the past eight years, I have developed a NON-SECRET routine which has allowed me to achieve success.” Jacobson continues, “Someone told me a long time ago, success is a lot easier to attain, than it is to maintain. The following ten non-secret principles have allowed me to maintain my success.”
1. Visualize your success before you make a move. Picture yourself achieving your dreams and desires. The Porsche in the driveway or financial security for life. A vision of success.
2. Set goals that others think are crazy. What is it specifically you want to accomplish? How long will it take you to achieve? When achieved, you must reset your goals for the next (bigger) challenge. You are always climbing (ahead of others).