1. CONTROLLING THE FEAR FACTOR IN SALES.

2. FEAR FACTOR.

3. INTRODUCTION.
The insurance sales fear factor does not pop up immediately. When a prospective insurance sales person answers the promising newspaper advertisement he is full of enthusiasm.

4. INTRODUCTION.
He is thrilled about all the benefits and income potential told to him.
The sales manager virtually guarantees him a long and successful career.
He is overwhelmed to get the phone call telling him is one of the chosen ones.

5. What is Fear?
FEAR
False
Evidence
Appearing
Real

6. LIFE GREATEST PROBLEM = FEAR
robs us of happiness
causes us to settle for less than we are capable of
the root cause of negative emotions

7. BARE FACT AND NAKED TRUTH
BARE FACT AND NAKED TRUTH. Lets be sincere to ourselves; kindly share with your friends the three major fears you encountered before and after starting your sales business.

8. Does Any Of These Sound Familiar?
“I have not sold any thing in my life before.
“I wonder what my family will think of me if I changed careers.”
“I do not think I can become a successful insurance agent because, I would not be comfortable working on a insurance agent’s salary; which is a commission type of income.”

9. Does Any Of These Sound Familiar?
4. “I am afraid to ask my friends for an
appointment to show them the type of work
I do; selling life insurance. “
5. “I am afraid to ask for referred leads.”
6. “I am afraid of being rejected when making
phone calls.”

10. The Fear Cycle To A Salesperson
Sitting for more than a week to learn about insurance, the products and the company.
When the rep is unable to meet his first month’s target , his fear leads to frustration, which inadvertently leads to hopelessness.

11. The Fear Cycle To A Salesperson
The weak start, builds up a foundation of fear which rekindles lack of focus instead of a boost.
The fear then becomes a mind-set leading to mediocrity.
The Reps now lives with the fear or falls off.

12. Fear Cycle Of Sales Person
Fall off
Product Training
Weak Start
Lack of Focus
Missed Target

13. He who never fell, never climbed.
Never…Never…Never…Quit!!!

14. You heard statements such as: "Oh, WAY too difficult!!
Honestly:
No one in the crowd really believed that the tiny frogs would reach the top of the tower.
You heard statements such as:
"Oh, WAY too difficult!!
They will NEVER make it to the top."
or:
"Not a chance that they will succeed. The tower is too high!"

15. Overcoming Negativity Story The Frog Inspirational Christian Story
There was once a bunch of tiny frogs, who arranged a running competition. The goal was to reach the top of a very high tower. A big crowd gathered around the tower to see the race and cheer on the contestants.

16. The race began…
No one in the crowd really believed that the tiny frogs would reach the top of the tower. They shouted, “Oh, way too difficult!!! They will NEVER make it to the top” and “Not a chance. The tower is too high”.
The tiny frogs began collapsing, one by one except for those who, in a fresh tempo, were climbing higher and higher….

17. Everyone wanted to know how this one frog managed such a great feat.
The crowd continued to yell, “It’s too difficult! No one will make it!”
More tiny frogs got tired and gave up… But one continued higher and higher. This one wouldn’t give up! And he reached the top.
Everyone wanted to know how this one frog managed such a great feat.

18. His secret? This little frog was deaf!! The wisdom of this story is:
Ignore the pessimism of others. It can take your dreams from you. Stay positive.
-Author Unknown

19. The wisdom of this story is:
Never listen to other people’s tendencies to be
negative or pessimistic...
…cause they take your most wonderful dreams and wishes away from you.
The ones you have in your heart!

20. Always think of the power words have.
Always think of the power words have.
Because everything you hear and read will affect your actions!

21. CONCLUSIONS.
Fear is not real. It is an artificial mental barrier between those who succeed and those who struggle.

22. You control your own destiny.
CONCLUSIONS.
You control your own destiny.
Do pray to God to help you, because fear has ‘spiritual’ roots.
God helps those that commit themselves to change for the better.

23. CONCLUSIONS. Your confidence and sales will begin to soar.
Become determined to put yourself in control of all sales activities and your future.

24. CONCLUSIONS. Have No fear...
Put on the ARMOR of FAITH…. for with it, you can quench the blazing darts of fear.

25. LAST WORDS.

26. Thanks