Before sitting down today to pen this column, I did something I do multiple times a day. I made a sales presentation. It's funny. I often spend a good bit of time pondering what will appear in this space each month. Sometimes a topic comes to me through training or reading on a subject. And sometimes I do something so stupid that I have to write about it a.) for therapy and b.) to keep you from doing the same thing.

As I talked to a group of agents this morning I caught myself mid-sentence, realizing that I was committing a cardinal sin of selling: Assuming that I was so good — with all the right answers and experience — that everyone within earshot would immediately buy in simply because, well, I'm just that good. In short, I was employing the "Have you seen me?" approach.

You've used it, too. It started when you first got into the business. You went home from the interview and your family inquired about how it went.

Complete your profile to continue reading and get FREE access to BenefitsPRO, part of your ALM digital membership.

  • Critical BenefitsPRO information including cutting edge post-reform success strategies, access to educational webcasts and videos, resources from industry leaders, and informative Newsletters.
  • Exclusive discounts on ALM, BenefitsPRO magazine and BenefitsPRO.com events
  • Access to other award-winning ALM websites including ThinkAdvisor.com and Law.com
NOT FOR REPRINT

© 2024 ALM Global, LLC, All Rights Reserved. Request academic re-use from www.copyright.com. All other uses, submit a request to [email protected]. For more information visit Asset & Logo Licensing.