Stop selling and start solving

The word “sales” sometimes carries a negative connotation. No one wants to be “sold” on something; myself included. For someone who works in sales, that may seem a little counterintuitive. So, what’s a salesperson to do?

I think the right approach to sales shouldn’t necessarily be about trying to bring someone around to your way of thinking. Instead, to me, sales is about solving problems, filling needs and creating a satisfying experience for customers.

 

When you take the time to listen and understand your client’s needs, then your job is to find a way to fill those needs. What you end up “selling” to the client isn’t some pre-conceived product, it’s simply a reflection of their needs. All you’re doing is showing them a solution; a solution that more often than not sells itself.

Part of the reason I’ve joined Trustmark is because my approach so closely mirrors the Trustmark approach to voluntary benefits. From the emphasis on listening to the focus on comprehensive benefit solutions it all made sense to me. On top of that, to really drive the solutions that our clients need, we need to have the flexibility to tailor solutions that account for each client’s unique situation. Trustmark is a company that empowers its team and its partners to succeed by offering flexibility. We’re true believers in our product and our mission; which brings me to my next point…

Another crucial tenet of effective salesmanship is a belief in what you’re offering to clients. If you don’t believe in what you’re offering, neither will your clients. I sincerely believe that in today’s benefits market, voluntary benefits should be a big piece to any benefits package. As I’ve noted, employers need solutions and voluntary benefits open the door to so much more than just an improved benefits offering. You need that added-value to solve client’s challenges and present solutions, not just products.

When I look at benefits, I look at them from my own personal perspective. I’m a husband and a father and I think about the protection I need and want for my own family. The idea of a health issue being compounded by a financial issue is scary to think about. Seeing it through that lens always drives home the value of voluntary benefits and the importance of choosing products that fit an employer’s offering to better protect employees.

When you boil it down, anyone can memorize a pitch to push a product. But not everyone can listen, understand a client’s challenges and then develop a solution to match those needs (not to mention a solution they can truly stand behind). That’s the distinction I like to make with my clients: I’m not looking to sell you a product, I’m looking to solve your problems with a solution that I sincerely believe in.

As the newest member of the Trustmark team, I’m excited to bring this approach to the table; to stop selling and start solving.

Get in touch with me to start solving your client’s benefit challenges!