Andy NearyI help insurance professionals turn brand awareness into business growth.

Avoid this sales trap.

2 Feb 2024 · 1 min

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Andy Neary warns about the ‘win at all cost’ sales mentality that emerges when a salesperson’s pipeline is empty. He describes the stress and desperation that lead reps to abandon plans, press prospects, and pursue any conversation out of fear of losing income.

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You are not booking enough appointments. When you are staring at an empty sales pipeline, you start to get a little desperate. The stress, the frustration, the anxiety starts to set in. You realize that you have got to start getting after it pretty quick if you want to have any kind of sales success. Maybe you know the end of your salary guarantee is approaching quickly and you have to do something in order for you to remain where you are, in order for you to validate and continue making a nice income. And the pressure is on. And now you start pressing. Now you start leaning into what I call the win at all cost mentality. You ditch any plan, any sales plan you had, if you had one at all, because you are just hoping anybody will talk to you. You are just trying to open any door.