Selling Life Insurance is an Art and a Science…
Five important lessons I would like to share with regards to selling life insurance: Successful sales is a combination of art and science People buy what they want, but they must be “sold” what they...
View ArticleWould You Like Fries With That?
While you may not have recognized it, the last time you ordered from a fast food restaurant or went to the post office, there is a good chance you experienced some type of cross-selling or up selling....
View ArticleThree Techniques to Make Your Sales Training More Effective
Introduction: According to CEOInsights.com, over 48% of inside sales companies surveyed reported that they missed their monthly revenues goals more times in a 12-month cycle than they reached them....
View ArticleWhat the Movies Teach Us About Sales
Movies use the technique of foreshadowing all the time. It’s almost impossible to find a movie that doesn’t use this technique. By showing a person, a weapon, a location, or even a comment – just about...
View ArticleThe Importance of Following Up
Let me ask you this: If you just met with a really hot prospect, how long would you wait to follow up with them? A day? A couple of days? A week? Here’s my experience with a couple of real estate...
View ArticleTrusted Advisor or Typical Salesperson?
Does anyone, besides me, get a little tired of the buzz words thrown around in the sales profession? Salespeople are told to be trusted advisors, consultants and solution salespeople. Just what does...
View ArticleTwo Important Points on Closing More Life Insurance Sales [Examples Included]
Closing Point #1… No One Likes To Be Told What To Do! One of the main reasons why so many agents and advisors struggle with closing life insurance sales is they tend to lecture and tell prospects what...
View ArticleThe Importance of Following Up
Let me ask you this: If you just met with a really hot prospect, how long would you wait to follow up with them? A day? A couple of days? A week? Here’s my experience with a couple of real estate...
View ArticleThe 3 Keys to Successful Sales Management
If you are a business owner or sales manager responsible for getting your team of inside sales reps to make their numbers or achieve sales quotas, then I feel your pain. If you’re like many of the...
View ArticleDon’t Say That, Say This! [Examples Included]
Sales is set of skills that anyone can learn. If you learn and then practice the right skills, then things will be easier for you, and you’ll have more success. But if you don’t learn and use the right...
View ArticleGo for the Close Five Times – At Least!
How many times have you seen a commercial (either a TV ad, a public billboard, ad in a magazine, etc.) for Coke-a-Cola? Perhaps I should say how many times a DAY do you see one? Now you’d think that...
View Article7 Forgotten Insurance Sales Techniques
In the beginning was the close, and the close was good because the buyer was ignorant of the close. Then, buyers saw the close for what it was and many began to hiss at it and gnash their teeth. But,...
View Article2 Totally Different Closing Strategies that Work
Your prospects think you are there to sell them something. Even if you are 100 percent committed to doing what’s in their best interest – which could mean you not winning the business – they still...
View ArticleRelaxing with Objections Could Double Your Business
What two crises does every sale have? Objections and “the close”. It’s at these two places that the success or the failure of your sale teeters on the edge. What if you actually used these two crisis...
View ArticleHow to Handle Paralysis by Analysis
How many times have you had a potential sale end up in the twilight zone, where your clients will ask endless questions, and request wave upon wave of illustrations and scenarios? It happens way too...
View ArticleThe Close is in the Follow-Up
As a homeowner, I‘m always having to fix something. Those of you who own homes know exactly what I mean. I’m in the habit of getting a variety of quotes for the big stuff, and it’s amazing how some...
View ArticleSales Managers – Measure What Matters Most!
If you’re an inside sales manager, then you know all about metrics. In fact, whenever I consult with new clients, the owners and managers automatically begin showing me their call monitoring reports....
View ArticleYou Have 5 Seconds to Make a Good Impression
Years ago, they used to say you had just a couple of minutes to make a good impression when selling over the phone. As the Internet got popular and email lost its luster, they said you had just a...
View ArticleAsking the Right Sales Questions… The Key to the Insurance Sale!
Most of the agents and advisors we train are amazed to find out that asking your clients the right sales questions, can make such a huge difference… Not only in making a sale… But also, in the size of...
View ArticleGift Yourself the Power Phone Scripts
What is the one thing you all wish for this season? More money, right? If you’re in sales, then the way to make more money is to close more sales. It’s that simple, isn’t it? And if you’d like to make...
View Article