Closing the Sale
Whenever I ask sales people to rate themselves on their competence at all the different parts of the sales process, they invariably rate themselves low at closing the sale. Unfortunately, sales people...
View ArticleWhole Life Plans – Arguably the Best Kept College Savings Plan Secret
As college costs continue to rise, having a college degree is more important than ever. According to studies by The College Board in 2011, those with college degrees earn 74% more than high school...
View ArticleWhen an Objection Isn’t an Objection? [With Examples]
When is an objection NOT an objection? When it comes at the beginning of your presentation. The blow offs you get at this stage are merely initial resistance, and the last thing you want to do is try...
View ArticleSelling 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 ArticleHow to Overcome the “I want to think about it…” Objection
Out of all the possible objections you get when selling your product or service, the nebulous, “I want to think about it” is probably one of the hardest ones to overcome. I mean, the prospect isn’t...
View ArticleHow to Successfully Make it in Today’s Financial Environment
It has become increasingly difficult to market financial services in today’s environment. There are several reasons for this: S.W.A.C makes it nearly impossible to market Saturation – The average...
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 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 ArticleHow to Successfully Make it in Today’s Financial Environment
It has become increasingly difficult to market financial services in today’s environment. There are several reasons for this:S.W.A.C makes it nearly impossible to marketSaturation – The average...
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 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 ArticleWhy Use More Tie Downs and Trial Closes?
I don’t know why tie downs aren’t used more by sales reps selling over the phone. I was listening to an experienced rep the other day just pitch and ad-lib to a good prospect, and at the end of the...
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