But don't you waste a lot of time and energy doing just that? You could be selling more insurance in less time with less work if you just knew how. Focus your efforts on people who already know they want what you have. You feel rejected when suspects continually turn you down, but they aren't rejecting you personally they'd reject anyone because they don't want what you're offering. When you try to sell to these people it's foolish and self-destructive. The reason you do it is because you're focusing on trying to fill your appointment book instead of focusing on only meeting with people who want to talk to you about what you have to offer.

It doesn't matter how you're communicating: face-to-face, on the phone, or through any printed marketing material you need to help your ideal client go through a thought process that makes them want you to help them buy. You can't do that if you don't understand your market and know what they want and what they want to avoid. Develop questions that help the prospect to make "yes" decisions that have little, if any, risk until they get to the big "yes".

Your first question may be about something they don't want or don't like. If they can answer "yes" to that question then you can take them to a question that leads them to something they do want or would like. You might add a question that helps them to think about how getting what they want might benefit them in other ways. Then you must have your final question that gets them to give you permission to talk to them or show them something about what they want. The way you phrase this question is very important. Here's a good example, "if I can show you a way to get (whatever they really want) would you be interested in learning more about that"?

At this point they're very interested and excited to know more. To get them to the next step you have to have a great offer so they'll take action. One of the best sales techniques to help someone make a buying decision is to engage and involve them. Make sure your offer engages and involves them in their "yes" decision.

Have you ever met someone face-to-face who seemed to be very interested in you and what you have to offer, but the minute you asked for the appointment they backed away and gave you an objection or stall? Their response is actually quite natural and to be expected. Because the moment you went directly for the appointment they felt like they were being sold and no one likes to be sold so you actually hurt your opportunity for insurance sales success.

But this doesn't have to happen to you. You can develop an offer that is low risk and high value, so saying "yes" to the offer isn't even a decision. Your offer should help to deepen the relationship you've just initiated. An easy way to do this is to have a report you can send them, and audio with further explanation they can listen to, or even an event that you invite them to as your special guest. If you slow down a little bit you'll actually sell much faster plus you'll get far more referrals.