A poor sales conversation can get you off tracking. Even though you may not be aware you're doing it, after a bad appointment you shut down and don't function at your best. You're calling a time out. I encourage you to take a time out. Just make sure you spend that time in a way that provides value for you.

Ever wonder why you aren't the only salesperson sitting in the local coffee shop reading the paper during prime selling time? Some sales appointments are really upsetting even demoralizing. Before you immediately just keep charging forward you need time to regroup so you don't have a repeat of the previous experience.

While the experience is fresh in your mind it's the best time to actually learn from the experience, and make adaptations so you don't repeat it. In all likelihood you got a stall or objection, or you just didn't connect from the start and never had a conversation with the other person to begin with. If you're going to get value from this experience there are a couple things you need to do.

Pinpoint where things started to go wrong. If you failed to connect was it because: you didn't do your homework so you didn't know enough about the prospect, you didn't adapt your communication style to one that was more comfortable to the prospect, or did you try to sell the prospect and manipulate them? Failing to listen to the prospect causes the prospect to feel disrespected.

When the prospect doesn't understand the value of your solution you can expect to get a stall or objection. This happens because you either don't understand the buying process, or you need more practice helping buyers through the discovery process. All is not lost.

List all the stalls and objections you know you'll get or could get. Here are some common general objections:

It costs too much I'm confused and don't know what to do Well, this really isn't all that important I'll have to think about it I need to check with someone else.

Start with these and add to your list until you've thought of as many as possible. Now start thinking of examples and stories of other people or other situations where people thought these things too. Use stories to make a point that removes the validity of that objection for the prospect.

Stories are a non-threatening way of getting the prospect to look at things from another perspective. They help people to gain a deeper understanding, and they increase your connection with the prospect. As you work through this thought process you'll start to regain your confidence and get fired up for the next insurance sales conversation, and you'll be much better prepared when you get there.