A Guide to Finding Sales Ninjas for Your Agency
By Wayne Partee
As an independent insurance agency, it should always be a priority to staff your team properly. Having the right salespeople on board is half of the battle! Without a team of strong salespeople, you may be missing out on business left and right. Today, let’s talk about finding the ultimate sales ninja for your agency. Everybody wants one, but they are not the easiest thing to find!
How do you go about finding these ninjas in a sea of applicants? You must ask the RIGHT interview questions and look for the RIGHT answers. Go ahead and outright ask this simple question: “So tell me, why do you think you are the best?” This is a way to challenge a perspective sales person to SELL THEMSELVES to YOU. You may get a couple different answers…
If you get a wishy-washy answer and are not hearing superstar or top producer right off the bat, this candidate may not be the best choice. A ninja sales person will take over the room. Many times, an applicant will not have a commanding presence. If the candidate cannot sell themselves to you, they certainly cannot sell insurance to the public.
On another note, a candidate may seem fairly self assured but when challenged, he or she may back down. The person that you hire HAS to believe that they can bring home the bacon. They HAVE to believe that they are the person who is going to make your agency whole.
If a candidate comes off as indecisive or unassertive, they are most likely NOT a good fit for your agency. You may wonder: How can improve and truly find those who will complete my agency? I have a few books that are MUST READS in the industry.
#1: Selling 101 by Zig Ziglar. Ziglar is one of the best mentors of all time. This is a small book. Make sure you read it!
#2: No BS Ruthless Management for People and Profits by Dan Kennedy. This book addresses one of the many mistakes that we tend to make. We hire people TOO FAST and we fire them TOO SLOW. You cannot make this mistake when you are looking for a ninja producer. If he or she cannot produce and show you that they are the right candidate in a short period of time, you must let them go.
#3: Ultimate Sales Machine by Chet Holmes. Strongly recommend you read this book and have your sales ninjas read it, too.
#4: Question Based Selling by Thomas A. Freese. This book is a must read! It touches a variety of issues. For one, if your people are talking too much, they’re not going to make sales. They need to ask questions to find out what the buying points are in the public’s mind.
Grab these books off the shelf or on your Kindle to expand your mind and business!
I hope that you have found these tips helpful and find the sales ninja that you are searching for. Just remember: Unless you challenge candidates or unless they’ll stand up, they are not the person for the job. Best of luck!
About the Author: Wayne Partee is President/CEO of Partee Insurance, an independent insurance agency located in Covina, CA, proudly serving the entire state!