Many types of personalities have successful sales careers. Some salespeople are extremely outgoing and enthusiastically participate in conversation. Yet, other sales professionals are more reserved in their discussions and speak in a softer tone. Both groups of people care about their clients and want to meet their needs with adequate sales products, but there might be some confusion about the enthusiasm of the quieter individuals. One may mistake them for being uninterested or uncaring, but some of these people may suffer from social anxiety. The National Institute of Mental Health (NIMH) defines this disorder as a person feeling “symptoms of anxiety or fear in situations where they may be scrutinized, evaluated, or judged by others[.]” So, what can an insurance independent agents do when they experience social anxiety?
Ways for Insurance Independent Agents to Overcome Social Anxiety
Practice your Sales Pitch
No one starts a career knowing everything about their field. Typically, those new to making sales calls struggle to articulate effectively. People with social anxiety find it even more difficult to speak to others, even if it is not an in-person encounter. Practicing your sales pitch benefits you as a salesperson. Preparation is a must. The more you practice, the more comfortable you will be with yourself, your product, and presumably speaking to others. Read through your script with a family member, friend, or manager to get a grasp of how your conversations with clients will go.
It also helps to be knowledgeable about your products. When you practice your sales pitch consistently, you will be rehearsing the benefits of your products. This practice should build more confidence in an insurance independent agent and may ease anxiety. So, practicing your pitch and following a script will help you feel in control and motivate you while speaking on the phone or giving a presentation.
Empathy and Deep Breathing
Remember that as an agent, you are called to be a problem solver for people in need. Caring about people is a hallmark of good insurance agents. Some individuals with social anxiety experience more empathy toward people than others without anxious emotions. If you often feel empathy in a sales situation, employ that emotion to stay the course and find the best way to assist your customers. Make it a habit to take deep breaths. Perhaps you can use the 4-7-8 method. Inhale for four seconds, hold for seven seconds, and exhale for eight seconds. Deep breathing might seem simple, but it is very effective in calming a person.
Understand Your Role and Rejection
Rejection can have a significant impact on an anxious salesperson, but it is part of the job. Remind yourself that you are in this role to help people. They might not be the right fit for your product, or they don’t see their need. When you have done your best to be of service to a potential client but still received a rejection, rest easy knowing you acted with authenticity. You conducted the service with high standards. Get ready for the next call and continue working. Be aware of and avoid talking negatively to yourself. Instead of uttering negative talk about the outcome, find something positive about the sales opportunity. Recall to yourself how you increased your total number of sales calls this week. Remind yourself how you are creating sound relationships with your clients, and your endeavors present opportunities to enhance their lives.
If you enjoyed this article, please read another insightful piece about Dual Special Needs Plans (DSNPs).
Agents
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