The danger of desperate sales people

A lack of detailed sales processes results in sales people who are desperate to make sales. They often begin to cut corners in a variety of ways:

  • Only offering limited options for both product and insurer
  • Not giving the customers the time to move at their own pace
  • Selling mainly on the basis of being the cheapest

This results in lower average commissions and higher clawback. It’s a self-perpetuating cycle!

At worst, desperate sales people begin to cut corners even more in the form of deliberate non-disclosure to achieve a sale with “standard rate” underwriting.

The effect on customers:

  • Customers don’t buy, because they don’t understand their options, the need for protection, or simply don’t trust the salesperson.
  • Customers cancel, because they don’t understand the value of what they’ve bought, the choices they have made, or feel that they were “forced” into purchasing.


Are your sales team desperate? Get in touch >> or schedule a call with me here.