There are five levels of selling and some of them require more skill than others. From the basic level of selling products to more advanced levels of selling extended relationships. Where does your agency rank? Try some of the higher levels and let us know how it goes.
The first level of selling is selling a product, and by and large, this means competing on price, prospecting, and pitching and closing. There’s still basically a numbers game and these sales techniques haven’t changed much since the 19 seventies.
The second level of selling is a solution sale. To sell solutions, you need the skills to ask good questions and listen effectively, plus the experience to be able to create personalized innovative solutions that drive important outcomes for your customers. This immediately distinguishes a really successful agency from an average one.
At the third level, we’re selling feelings. Now, a lot of agencies struggle with this, but some do it very well and very naturally at this level, we’re dealing with agencies who understand the importance of empathy in sales and who can authentically put the customer first because if you don’t do it authentically be customers will feel it every time.
If you’re selling solutions and feelings, you’ll begin to naturally experience level four, which is selling relationships. This is where the customer starts to understand that they should work with you going forward and that they should meet with you periodically so that you can serve them and protect them better if you’ve made it to this point, you’re driving higher value sales, you’re increasing your retention and you’re having a much bigger impact on your community.
There’s still one level left and only the best agents make it to level five which is where we sell extended relationships. This is where we’ve built trust. We’ve created great solutions for our customers, we’ve made them feel great, and now we’re in a position to be able to serve and protect the people that they care about. If we reach this level, we’re asking for introductions, not just referrals and we’re actually giving something instead of taking something. At this point, getting introductions is really a formality, so which level are you selling at?
Try some of the higher levels and let us know how it goes. Of course, we are here to help.