With the growing demand for insurance products, various books have become available to help you become a better insurance agent. Ranging from general life tips, specific guides for insurance agents, and books about the economy from a different perspective, these resources can be can make you stand out among the competition.
The Sales Bible: The Ultimate Sales Resource
By Jeffrey Gitomer
Jeffrey Gitomer wouldn’t call it the Sales Bible for nothing. This book is quite the one-size-fits-all book that you need if you’re looking for a sales resource.
Almost anything and everything you want to know about the sales process can be found in this book. It also includes basic knowledge and advanced techniques that you may encounter in your business. From simple tips and tricks to complex sales and marketing strategies, Gitomer’s bestselling classic runs the gamut. Regardless of whether you are a novice agent or seasoned sales pro, this one is a must-read.
The World is Flat
By Thomas L. Friedman
Aside from insurance and sales guides, it is also important for you to understand the economic pressures and competition that different companies across different industries are now facing. This is why books like Thomas L. Friedman’s The World Is Flat is a definite good read for insurance agents.
The World Is Flat is an essential update on globalization, its opportunities for individual empowerment, its achievements at lifting millions out of poverty and the environmental, social and political drawbacks. In a narrative punctuated by case studies, interviews and sometimes surprising statistics, Friedman tells his reader this: Be prepared, because a phenomenon waits for no one.
Without rhetoric or scare tactics, he paints a picture of a world moving faster than most can keep up. This book presents not only the problems that the corporate world faces, but also preventative measures and possible solutions.
New Sales. Simplified.
By Mike Weinberg
New customers are the lifeblood of any business. However, for the average salesperson, the process of acquiring new customers creates anxiety and confusion. In New Sales. Simplified, Mike Weinberg suggests that new sales success is not achieved through complicated strategies, but by executing the basics well. By drawing from his years of experience as a sales executive and coach, Weinberg provides salespeople of all experience levels with a well-structured framework to identify the best target accounts, leverage key sales tools and plan successful new sales strategies.
Especially relevant for new salespeople with small client bases, Weinberg’s volume is all about successful prospecting practices.
However, it doesn’t just stop there. You can learn how to interact with different types of clients more effectively to build stronger relationships and close more deals, which is ultimately what every good sales book should be striving to accomplish.
The Psychology of Selling
By Brian Tracy
In order to sell to someone, you need to know what they’re thinking — and why. With that said, it also helps to identify your own motivations at the most basic level. Brian Tracy’s The Psychology of Selling lays it all out, leading you to a greater understanding of sales in general and, as a result, a significant boost in your numbers.
There’s a reason why firms like Big Lou still sell insurance even when they are up against the giants of the industry. They perform smart targeting. They have well-defined targets, and create a striking difference from the rest of the players in insurance.
By applying the psychology of selling, Tracey writes, you can sell insurance no matter what.
The Secrets of Closing the Sale
By Zig Ziglar
There’s a good chance you have already read this all-time great, or at least heard of it. If you haven’t, there’s no time like the present. If you already have, it probably couldn’t hurt to revisit its impactful lessons.
Zig Ziglar focuses on imbuing meaning within the relationships between you and your customers using his book The Secrets of Closing the Sale. It focuses on the strong relationships that can foster trust, and in turn, sales growth. Again, almost every successful agent has read this book, because it is very useful and easy to read.
Ziglar emphasizes that you have to cover “all of the bases” in order to reach the close. You have to find a prospective customer. You have to make an appointment to meet the prospect. You have to build up initial rapport and trust. You have to tell the prospect a good story. You have to answer the prospect’s objections. Then you can close the sale. His motto to summarize this philosophy is, “You can get everything in life you want if you’ll just help enough other people get what they want.”
The Best Damn Sales Book Ever
By Warren Greshes
Warren Greshes might sound a bit overconfident about his book, but he won’t give a book such a confident title without the content to back it up. The title is fitting, as The Best Damn Sales Book Ever emphasizes that confidence and positivity are integral components of sales success.
“The big secret to sales success? A simple truth: Motivated, positive, goal-oriented people are usually the ones who sell the most. Even if you don’t think you have these vital qualities, you can develop them in yourself — with the right help.”
This declaration in the book says it all. It can help you boost your confidence in selling, but it can also help you back up your confidence by making you a better agent in general.
You Can’t Teach a Kid to Ride a Bike at a Seminar / The Sandler Submarine
By David Sandler
If you are having trouble getting people to buy what you are selling, this book could offer a different approach by teaching you the rough basics of selling something. Davin Sandler offers great insights for improving your sales presentations. His book revolves around five rules of sales success:
- Qualify your prospects.
- Extract your prospect’s “pain.”
- Verify that the prospect has money.
- Be sure the prospect is a decision maker.
- Match your service or product to the prospect’s “pain.”
To complement these rules, Sandler has created a book that defines a seven-step sales process he aptly calls The Sandler Submarine:
- Bonding and rapport
- Up-front contracts
The name comes from this idea: As you finish each step, you close and lock a “water-tight door” so the prospect can’t return to it. Sandler presents techniques to do this and therefore put the salesperson in control of the sales process.
High-Payoff Selling: Being Visible and Viable in the New Insurance Market
By Richard Coskren
While the other books on the list can help agents succeed via generalized sales advice, Richard Coskren’s High-Payoff Selling is directly focused on the insurance industry. It’s a full-on approach to integrating your life and work goals, customizing the services you offer and securing your status within the industry based on your merits, rather than the size of your business.
As its title suggests, it helps readers in being visible in the highly competitive world of insurance marketing. It can help you penetrate the market even when you’re just starting. More importantly, it makes you viable in the insurance market by helping you become an effective agent if you follow the tips it openly shares to you.