Why I’m a Bad Salesman and Think You Should Be Too

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I’m a bad salesman.

I’m a bad salesman first and foremost because I honestly don’t care about the transaction.  The sale is a by-product of what I’m trying to do.  What I care about, my goal with every potential client with which I meet, is to deliver value first.

I’m a bad salesman because I care about the perception of the industry I work in.  The Insurance Industry has been raped of it’s prestige by a commodity marketing blitzkrieg of biblical proportions (I’m talking old testament, fire and brimstone style).  I’m a bad salesman because this pisses me off.   I’m a bad salesman because I believe I can play a part in changing that perception.

I’m a bad salesman because I don’t view GEICO as a competitor.  I won’t sell on price and I’m perfectly willing to move on from insurance consumers that buy on price alone to do business with GEICO without hassle or reproach.

I’m a bad salesman because I take time out of my day to create resources like www.RyanHanley.com and soon www.MurrayGrp.com (If you only knew what I have coming for The Murray Group website… awesome) that benefit my clients but don’t directly lead to sales.

I’m a bad salesman because I talk in terms of Social Capital and Relationship and Trust and NOT Revenue, Commission, and Booked Premium.

I’m a bad salesman because I loath the bland corporate image and believe you can be Professional and have Personality and know that your client’s eat it up when you can show both.

I’m a bad salesman because I’m willing to spend an entire evening with a home and auto insurance client if that is what it takes for them to understand and appreciate the insurance they are buying.

I’m a bad salesman because I spend time on Twitter and Facebook and LinkedIn and Google+ connecting with other insurance professionals.

I’m a bad salesman because I honestly don’t care about the right now transaction….

But you know what?

I’m a hell-of-a relationship builder… And I have a good feeling you are too!  I know that because I’ve had the opportunity to connect with so many of you.  I’m not just talking about insurance peeps either I’m talking about all you amazing professionals out there that put the client first.  That value the relationship above the sale.

I’m a bad salesman now… so I can be a great salesman tomorrow.

It’s Business Karma, Givers Get, Pay It Forward…

So I challenge you to be a Bad Salesman (or saleswoman) but an Amazing Relationship Builder…

If we don’t already have a relationship please connect with me:

Actually forget all that… I’m a really good salesman.  If you want to buy some insurance I’ll sell it to you, Right Now!

The Rub

Sticking the cheeky theme, I want to hear why you are a “Bad Salesman or Saleswoman.”  Hopefully we can get some fun and interesting comments!

Thank you.

written by: Ryan Hanley

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Comments

  1. buy seo services says:
    April 3, 2012 at 5:51 am

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    Reply
  2. Rachel Bloomberg says:
    December 12, 2011 at 11:20 am

    Great Post as usual.  However I don’t really agree with the title. I agree with Zig Zigglar   Sales is a noble profession  as long as you are selling a  product  that you feel bad if the person doesn’t own it.  You are a good sales person the sales person that is concentrating only on the transaction is a bad salesperson.   I get the joke but I don’t like  something negative as a rallying cry. 

    Reply
    • Ryan Hanley says:
      December 12, 2011 at 11:34 am

      Rachel, Thank you!  I agree with you.  The title is meant to draw eyeballs and I know that is misleading.  I guess my point was I’m OK with being a bad salesman if I’m a great relationship builder because I know that will lead to sales… 

      I completely get what your saying though!! Thanks

      Reply
  3. Joe Erle says:
    December 5, 2011 at 12:42 pm

    I’m a bad salesmen because I actually teach people how to save money on insurance even if it means less commission for me.  

    Reply
  4. Anonymous says:
    December 3, 2011 at 9:09 am

    Thanks for making me feel better about being a bad salesman!!! Great post. There is no doubt life industry is shiite building relationships and not just selling a policy.

    Reply
  5. David DeLano says:
    December 2, 2011 at 11:34 am

    Great Blog Ryan! I have passed this on to the other associates in our offices. All to often I hear them taking calls from someone shopping strictly on price and they fall into the trap. The comment they use back to the potential commodity shopper is “my best price”…no discussion what so ever about coverage’s. Make’s me cringe every time I hear it!

    Keep up the fight!

    David DeLano

    Reply
    • Ryan Hanley says:
      December 2, 2011 at 11:45 am

      It’s hard to condition yourself to not compare prices… I catch myself sometimes… especially if I haven’t met face-to-face with the person.  If they are just a voice on the phone… 

      But setting the standard of coverage first can be the beginning of the life-long insurance relationship!

      Thanks David!  

      Reply
  6. Cory says:
    December 2, 2011 at 11:20 am

    My favorite one so far Ryan.  Great work!

    Reply
  7. Neeraj Sachdeva says:
    December 2, 2011 at 10:24 am

    Ryan, you might be a bad salesman, but you are a good human being. No point being robotic about your job and just craving for a black bottom line, though many would disagree!
    I am a bad salesman, because I care too much about what I sell :)

    Reply
  8. Helpico Ins Agency says:
    December 1, 2011 at 11:06 am

    Great, we are from same party.Anna

    Reply

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