If You Decide To Go Into Selling

The first thing to understand is that all selling has a degree of resistance, and some product/service categories are far more resistant than others. And for some, these levels of resistance can be high enough to affect or even derail their career.

Additionally, you will also need to consider the nature of what is being sold.

For example:
Tangible vs. Intangible products
Wholesale vs. Retail
Individuals vs. Groups
Direct vs. Indirect
Perishable vs. Non-perishable
High tech vs. No-tech
On and on…

And further…consider this:

Tangibles (which can be handled and demonstrated…usually products) are generally easier to sell than intangibles (which are often simply projections and/or ideas…usually services). Wants are easier to sell than needs. A one time purchase is easier to sell than a commitment to make a payment over a long schedule (e.g. insurance premium). Point of purchase (direct) is quicker to sell than through a (consultative) formal meeting/presentation. Then there is commission versus non-commission.

All this to say, after spending (investing) 30+ years in the selling profession, I want to turn the spotlight on to one league of selling because of its unique difficulties, professional requirements and narrow chances of success. Some even say that if one can succeed in this highly challenging field, they can succeed in most any of the others (as above). So, it’s worth considering these particulars:

It has been estimated that only half (or less) of the adult population may be suited to be in any phase of selling. Following that, less than ten percent actually make a living at selling over a long period of time. Then, when we inject the “resistance quotient” (above) into the equation, it surely gets to be a narrow field.

In terms of difficulty, the sector of selling individual life insurance is a very rejection oriented, difficult and complex profession. As a percentage, very few who enter this field of selling can or do make it for the long haul. Then from a designation perspective, the very elite category of the Million Dollar Round Table narrows that success even further…and then the real rarified air is gaining the badge of Life Member of the Million Dollar Round Table (some liken it to the Selling Hall of Fame). The criteria and persistence to get these titles is extraordinary. We are talking about roughly ½ of ½ percent of all those who may enter the selling business achieve these precise goals.

Here’s the challenge. If you do decide (and you are suited) to go into the business of selling, why not learn from the best (some say…Where the Eagles Flock)? Those who have made it to the top of their profession in the insurance and financial services business have to be considered as exceptional in their field.

As a heads up, today, they seem to be meeting and interacting at http://www.producersweb.com/. Check it out.

Since these pros go through the tough playing field of resistance (the highest) and yet persist and excel on a daily basis, I can think of no better place to start if you are considering a career in selling.

You decide.