Do you remember Herb from WKRP in Cincinnati? No, I wasn't around for the original episodes but I did grow up watching the re-runs. He was more than a little shady, right? Keep him in mind. I was reading a post about re-branding on The Sales Blog and I was reminded of a challenge I ran across shortly after I started working at InsureMe.

I have, on several occasions, had agents ask me, "How do I get customers to buy their insurance policies from me?" A year ago I would have drawn a blank. These agents needed sales advice and I was extremely intimidated about trying to sell anything. I realized quickly what a huge weakness this was for me and it was something that needed to be remedied if I was going to be effective at doing my job. So, I started doing all I could to improve my sales skills, which included taking some classes and receiving some additional training.

The best advice I took from any of the training I received was to just be yourself and not try to take on characteristics that you think a salesperson should have. If you are genuine and focus your attention on helping the customer instead of hitting the numbers, the sales will follow. This is where we bring back Herb. He was sleazy and sneaky and unfortunately he (or what he embodies) is how we envision salespeople. That used car salesman that you dread...Herb. That vacuum cleaner guy that shows up at your door...Herb. The point I'm trying to make is this: you don't have to be Herb to be successful in sales.

Customers today don't want to be sold, they want to be helped. They respond well when they feel that the person they are dealing with is genuinely trying to help them and is not just concerned with making a buck. They are going to see through your sales pitch or your script. Listen to what they have to say and then just talk to them, naturally. They will respect you for that and you will have started a good working relationship.

Whether you are a new agent just starting out or a veteran who needs to "re-brand", don't worry so much about making that sale, just be you!

"To be yourself is all that you can do." Chris Cornell

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